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Bow Wave LLC · 1 day ago

Director Business Development - DoW - TS required to apply

National Capital Region, 22182

Full-time

Onsite

Director/Executive

$125K/yr - $150K/yr

6+ years exp

Bow Wave LLC is a Service-Disabled Veteran-Owned, HUBZone-certified small business providing hi-tech services for U.S. national security clients. They are seeking a mid-level Business Development & Capture Manager to drive growth in Department of War (DOW) contracts, focusing on identifying opportunities, developing capture strategies, and managing stakeholder relationships.

Security & Investigations

Responsibilities

Proactively research and identify DOW contracting opportunities that align with Bow Wave's service offerings

Monitor government procurement sites (e.g. SAM.gov), agency forecasts, and industry publications to pinpoint leads early

Leverage Bow Wave's small business set-aside status (SDVOSB, HUBZone) to target relevant programs and solicitations

Build and maintain a pipeline of qualified DOW opportunities, continually updating it with new prospects and pruning those that don't fit

Ensure each opportunity is rigorously qualified (evaluate customer needs, funding, competition) before committing capture resources

For each target opportunity, develop and execute a comprehensive Capture Plan and win strategy

Outline how Bow Wave will win the bid – including defining win themes, value propositions, and solution approaches that address the customer's mission needs and 'pain points.'

Conduct thorough competitive analysis to understand rival bidders and position Bow Wave's strengths accordingly

Shape the opportunity by engaging with the customer early (e.g. responding to RFIs, attending industry days) to influence requirements and ensure Bow Wave is aligned

Identify any capability gaps and devise plans to fill them (through hiring, partnerships, or technology investments)

Develop teaming strategies: decide whether to prime or sub, and secure teaming partners (subcontractors or primes) that strengthen the bid

Coordinate with Bow Wave's leadership on bid decisions (go/no-go) and ensure alignment of the capture plan with company goals

Build and nurture relationships with key DOW stakeholders to enhance Bow Wave's positioning

This includes engaging regularly with DOW customers (program managers, requirement owners, contracting officers) to understand their priorities, get early insight into upcoming needs, and establish Bow Wave's credibility as a mission partner

It also involves developing strong ties with industry partners – both large primes and other small businesses – to enable teaming on opportunities

Act as an ambassador for Bow Wave at defense industry events, networking venues, and one-on-one meetings, always gathering intelligence and promoting Bow Wave's value

By effectively managing customer and partner relationships, work to shape RFPs in Bow Wave's favor (or get early notice of sole-source/set-aside possibilities) and to position Bow Wave on winning teams

Take a hands-on lead role in proposal development for DOW solicitations, especially when Bow Wave is the prime contractor

Often serve as the Proposal Manager, organizing the proposal team and owning the proposal schedule to meet all deadlines

Develop a compliance matrix and outline to ensure all RFP requirements (sections L and M) are addressed

Work with technical SMEs to formulate solutions and with writers to craft sections, but also be prepared to write or edit key proposal sections (executive summary, management approach, past performance) to reinforce win themes

Ensure the final proposal is not only compliant but also compelling – highlighting Bow Wave's discriminators and value proposition in clear, persuasive terms

Coordinate internal reviews (color team reviews) and make revisions

When needed, contribute to pricing strategy or narrative, working with Bow Wave's finance team on a competitive, compliant cost volume

Ultimately, be responsible for delivering a high-quality, on-time proposal that maximizes Bow Wave's chances of winning

Continuously monitor the defense market and Bow Wave's competitive environment to inform business development strategy

Track DOW budget trends, policy changes, and technology initiatives in Bow Wave's domains (e.g. cybersecurity, intelligence, analytics) to anticipate areas of demand

Conduct ongoing competitive intelligence – understand key competitors' offerings, bid strategies, and past wins, especially other small businesses in the national security space

Use this insight to adjust Bow Wave's positioning and bid strategies (for instance, recognize when to pursue a prime role versus joining a team)

Internally, serve as a bridge between BD and Bow Wave's leadership and operational teams

Provide regular pipeline updates and capture status briefings to the executive team, ensuring they are informed and can offer guidance or resources

Maintain an accurate opportunity tracking system (CRM), documenting all capture efforts, customer interactions, and proposal outcomes

Collaborate with subject matter experts, project managers, and recruiters internally to line up needed resources (e.g. gathering past performance info, identifying key personnel/staffing strategies for proposals, etc.)

After contract awards, facilitate a smooth handoff to the delivery team, sharing customer insights and win strategy context to help kick-start execution

Qualification

Business DevelopmentCapture ManagementProposal DevelopmentUS SOCOM ExperienceStakeholder Relationship ManagementMarket IntelligenceStrategic PlanningCRM ProficiencyTeam LeadershipCommunication Skills