Director of Business Development, Federal

Washington, D.C. or DMV Area. Posted 6 months ago

The role

The Director of Business Development, Federal will lead federal systems integrator partner strategy to scale presence across U.S. government programs. This role involves building strategic SI partnerships to drive pipeline, expand contract access, and accelerate revenue growth.

What you will do

Build and manage executive-level relationships across top-tier federal systems integrators
Partner with the VP of Federal and sales leadership to identify and pursue federal opportunities
Lead co-sell efforts with SI partners including training and go-to-market execution
Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions
Forecast partner-driven pipeline and track performance
Monitor federal solicitations and ensure SI alignment for competitive bids
Identify trends across the federal landscape to inform strategy
Act as a key ambassador at industry events, conferences, and partner engagements
Meet or exceed quarterly and annual pipeline and revenue targets

Required qualifications

Proven track record of building and scaling partnerships with federal systems integrators
Strong network of executive relationships across leading SIs
Experience driving pipeline and revenue through partner-led motions in federal markets
Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics
Ability to operate strategically while executing tactically in a fast-paced environment
Strong cross-functional collaboration skills
Exceptional communication and executive presence
Open to using AI to amplify skills and strengthen work

Nice to have

Experience working within a cybersecurity OEM or technology vendor

Benefits

Equity
Health, dental & vision coverage
Retirement with company contribution
Parental leave
Mental health & wellness benefits
Flexible PTO
Professional development stipend
Sales incentive pay for most sales roles
Annual bonus plan for eligible non-sales roles

Before you apply

Candidates are required to keep cameras on during video interviews
Candidates who receive an offer will be asked to complete an identity verification through CLEAR

About the company

Censys delivers real-time visibility and actionable intelligence through the Censys Platform. The company is trusted by half of the Fortune 500 and government agencies all around the world.