About this opportunity
Ad Hoc LLC lists this Senior Director, Client Growth & Strategy, DHS opportunity in silver spring, Maryland. Review the employer’s description below for duties, qualifications and application requirements.
Job description
Senior Director, Client Growth & Strategy, DHS
This is a hybrid position.
JOB ID #938
Ad Hoc is a technology company that empowers organizations to deliver scalable, impactful digital services. Using modern, agile methods, our team creates products that meet people's needs and transform their experience of government.
Work on things that matter
Our collaborations have shaped some of the defining moments in public-sector service delivery. We've helped build products that connect Veterans to tailored services, help millions access affordable health care, and support important programs like Head Start. As we work with agencies to deliver critical services, we're also changing how the government approaches technology.
Built for a remote life
Our culture, communications, and tools are built for remote work, enabling us to bring together top talent nationwide. At Ad Hoc, remote life empowers our teams to design work environments that fit their lives and that foster flexibility and collaboration to achieve positive outcomes for our customers.
Committed to high expectations and a welcoming culture
Ad Hoc values acceptance, accountability, and humility. We aren't heroes. We learn from our mistakes and improve the process for the next time. We build small, inclusive teams to collaborate closely with our partners to solve the right problems and deliver software that works.
Primary Responsibilities
As a Senior Director of Client Growth and Strategy, DHS, you will help shape and execute Ad Hoc's growth strategy across mission-aligned opportunities within the Department of Homeland Security, with particular focus on U.S. Citizenship and Immigration Services (USCIS) and other programs where modern digital services can improve how government serves the public.
This is a hands-on growth leadership role for someone who understands the customer beyond the opportunity pipeline. You bring deep knowledge of the mission, organizational landscape, acquisition environment, technology priorities, and key stakeholders. You understand how strong delivery creates customer trust and how to turn that trust, market knowledge, and existing relationships into pipeline, capture strategies, and booked business.
Successful candidates may come from several paths. You may have built your foundation in federal program delivery, technology, consulting, or operations before transitioning into growth and capture. You may be a former federal leader who has successfully transitioned into industry. Or, you may come from a high-performing technology or product company where you have owned strategic federal accounts and helped customers adopt modern platforms and solutions.
Regardless of path, you are comfortable wearing multiple hats. You can move from an executive customer conversation to developing an account strategy, identifying whitespace, shaping an opportunity, working with technical teams on a solution, leading capture, and presenting a strategic pursuit to executive leadership.
Primary expectations include:
DHS Growth & Account Strategy
Develop and execute growth strategies across USCIS and other mission-aligned DHS organizations and programs
Bring deep knowledge of assigned accounts, including customer missions, organizational structures, key stakeholders, acquisition strategies, technology environments, budgets, and competitive landscapes
Leverage established customer and industry relationships to strengthen Ad Hoc's positioning and identify new opportunities
Identify opportunities where Ad Hoc's capabilities can improve public-facing services, accessibility, resilience, cybersecurity, and the delivery of essential government services
Build and manage qualified, multi-year pipelines aligned with company growth objectives
Identify and pursue new business, recompetes, takeaways, task orders, and on-contract growth opportunities
Identify whitespace within existing customers and expand into adjacent programs, offices, and mission areas
Develop and execute customer call plans and account strategies
Forecast pipeline and bookings, communicate risks and opportunities, and maintain accountability for growth objectives
Maximize existing contract vehicles while identifying additional vehicles, partnerships, and teaming opportunities necessary to support account strategy
Capture & Opportunity Leadership
Lead strategic pursuits throughout the federal opportunity lifecycle, from early identification and qualification through capture, proposal, negotiation, and award
Shape opportunities before solicitation by combining customer relationships, mission knowledge, competitive intelligence, and an understanding of federal acquisition strategy
Develop capture strategies, win themes, customer engagement plans, competitive positioning, teaming strategies, and price-to-win approaches
Lead multidisciplinary pursuit teams that may include solution architects, technical SMEs, delivery leaders, pricing, contracts, recruiting, proposals, and executive leadership
Lead or participate in gate reviews and provide clear recommendations regarding pursuit strategy and investmentDevelop relationships with strategic technology partners, primes, subcontractors, small businesses, and other organizations within the federal ecosystem
Maintain momentum and accountability throughout the pursuit lifecycle with a focus on converting qualified pipeline into booked business
Customer, Technology & Mission Engagement
Maintain and expand relationships with federal executives, program leaders, acquisition stakeholders, technology leaders, mission owners, and industry partners
Understand customer mission and technology challenges and connect those needs to Ad Hoc's digital services capabilities
Partner with technical and delivery leadership to develop differentiated solutions across areas such as digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, and emerging technologies
Translate successful program delivery and customer satisfaction into organic and adjacent account growth
Build strategic relationships with commercial technology and product partners to develop joint go-to-market opportunities
Represent Ad Hoc with customers, industry organizations, technology partners, and at relevant federal industry events
Strengthen Ad Hoc's visibility, relationships, and reputation within target accounts
Growth Leadership
Help cultivate and mature Ad Hoc's business development and capture practices
Lead, coach, and develop growth professionals while remaining actively engaged in accounts and pursuits
Establish clear expectations for pipeline development, account planning, capture execution, forecasting, and performance
Partner with Growth, Delivery, Technology, Contracts, Finance, Talent Acquisition, and executive leadership to execute strategic pursuits
Present strategic accounts, pipeline, pursuits, risks, and investment recommendations to senior and executive leadership
Contribute to broader market strategy and identify emerging mission and technology opportunities
Manage team performance, development, and operational responsibilities as appropriate
Basic Qualifications
Bachelor's degree and 10+ years of relevant professional experience
Relevant years of experience may be substituted for education
Significant experience supporting USCIS or other mission-aligned DHS organizations and programs through business development, capture, delivery, consulting, technology, account leadership, government service, or a combination of these areas
Demonstrated experience developing and executing federal growth strategies
Established customer, partner, and industry relationships within relevant DHS markets
Demonstrated understanding of the full federal growth and capture lifecycle, from account planning and opportunity identification through capture, proposal, award, and bookings
Proven track record developing qualified pipeline and winning federal business
Experience with new business, recompetes, takeaways, task orders, and/or on-contract growth
Strong understanding of federal acquisition processes, contract vehicles, competitive positioning, and government contracting
Experience leading multidisciplinary teams through complex federal pursuits
Demonstrated ability to operate as a hands‑on leader who can balance account strategy, customer engagement, capture execution, team leadership, and organizational priorities
Strong executive communication, relationship management, negotiation, and presentation skills
Experience leading and developing growth, capture, business development, account, or related teams
Ability to work in a hybrid environment, including regular in‑person collaboration, customer meetings, industry events, capture activities, and proposal efforts
Ability to travel within the Washington, DC metropolitan area and to customer or partner locations as needed
Preferred Qualifications
Deep account knowledge and established relationships within USCIS, FEMA, CISA, or other mission-aligned DHS programs
Career progression from federal delivery, program leadership, technology, consulting, engineering, data, cybersecurity, or operations into dedicated growth, capture, or account leadership
Experience as a former federal employee or leader who has successfully transitioned into industry, consulting, technology, or federal growth
Experience as an Account Executive, Account Manager, Sales Engineer, Client Executive, or growth leader within a commercial technology or product company supporting relevant federal customers
Proven track record of personally contributing to measurable pipeline creation, bookings, revenue growth, and contract wins
Experience leading strategic opportunities of $50M+ TCV, including large Prime and Full and Open pursuits
Experience shaping opportunities prior to RFP release and influencing acquisition strategy
Experience with GWACs, IDIQs, BPAs, and other federal contract vehicles
Experience with Shipley or similar capture methodologies
Experience developing strategic teaming and technology partnerships
Experience selling or shaping solutions involving digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, or emerging technologies
Experience successfully expanding established accounts into new programs, offices, and mission areas
Demonstrated understanding of the technology and digital services landscape supporting mission areas such as immigration services, emergency preparedness and response, cybersecurity, public-facing digital services, accessibility, and modernization of essential government systems
To learn more about working at Ad Hoc, please visit:
Benefits:
Company-subsidized health, dental, and vision insurance
Flexible PTO
401K with employer match
Paid parental leave after one year of service
Employee Assistance Program
Ad Hoc LLC is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, ancestry, sex, sexual orientation, gender identity or expression, religion, age, pregnancy, disability, work-related injury, covered veteran status, political ideology, marital status, or any other factor that the law protects from employment discrimination.
We value the unique skills gained through military service and encourage veterans and transitioning service members to apply.
In support of various state and city equal pay transparency laws, Ad Hoc job descriptions feature the starting range we reasonably expect to pay to candidates who would join our team with little to no need for training on the responsibilities we've outlined above. Actual compensation is influenced by a wide range of factors including but not limited to skill set, level of experience, and responsibility. The range of starting pay for this role is $200,000 - $250,000. Our recruiters will be happy to answer any questions you may have, and we look forward to learning more about your salary requirements.
job reference:
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Worksite address
silver spring, MD, 20900, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.