Director of Growth - National Security and Defense

Harmonia Holdings Group, LLC

McLean, VA, USA

Published: 6/14/2022

Healthcare

Full Time

Job Description

Harmonia Holdings Group, LLC is an award-winning, rapidly growing federal government contractor committed to providing innovative, high-performing solutions to our government clients and focused on fostering a workplace that encourages growth, initiative, creativity, and employee satisfaction.

Title: Director of Growth – National Security and Defense

Location: Hybrid – McLean, VA

Terms: Full-time

Clearance: Qualified candidates must be US citizens and able to obtain a Top-Secret clearance. Active TS preferred.

Travel: 0-20%

Position Description

We are seeking a Director of Growth to lead growth across national security and defense-adjacent National Security agencies, with a primary focus on Department of Homeland Security (DHS) and its operational components, including Customs and Border Protection (CBP), Federal Emergency Management Agency (FEMA), U.S. Secret Service, as well as Department of State (DoS), Department of War (DOW) and additional related organizations.

This senior-level role will report directly into our SVP and GM of our National Security Business unit, work extensively with our CGO, and is responsible for driving pipeline development, shaping and capturing new and recompete opportunities, and positioning Harmonia to support mission-critical programs. This position will aggressively pursue, qualify, and capture new, full and open business within the National Security market, generating incremental revenue and profitable growth. The role requires deep understanding of agency missions, operational environments, acquisition strategies, and end-user needs, with the ability to translate those insights into winning capture strategies and differentiated solutions.

This position leads capture efforts for new awards and recompetes, including IDIQs, BPAs, and task orders, and partners closely with executive leadership, solution architects, talent acquisition, delivery teams, and proposal staff to secure contract wins.

Accountabilities:

Building and managing a multi-hundred-million-dollar qualified pipeline
Leading full-and-open capture strategy for pursuits valued at $25M–$250M+
Increasing probability of win (P-win) across strategic pursuits
Driving measurable revenue bookings aligned to annual operating plans
Transitioning the NSD portfolio from small-business positioning into sustained full-and-open competitiveness

Responsibilities:

Pipeline Growth Ownership

Own and scale a National Security growth pipeline valued at multi-hundred-million-dollar aligned to company strategic targets.
Lead capture efforts for full-and-open pursuits ranging from $25M–$250M+.
Deliver measurable annual bookings and revenue contributions tied to portfolio growth plans.
Provide executive-level reporting on pipeline health, win probability, and competitive positioning.

Full & Open Capture Leadership

Lead end-to-end capture management across pre-RFP shaping, solicitation response, proposal, and post-submission phases.
Conduct and lead Black Hat competitive assessments, price-to-win strategy, and executive gate reviews.
Develop differentiated win themes tied to agency mission pain points and modernization priorities.
Shape acquisition strategy through early customer engagement and requirement influence.

Executive Customer Engagement

Build and maintain trusted relationships with SES-level, acquisition, and mission stakeholders across DHS, CBP, FEMA, Secret Service, DoS, DoW, and related organizations.
Serve as executive sponsor on priority pursuits where appropriate.
Translate mission challenges into scalable technical and delivery solutions aligned to Harmonia's capabilities.

Market Expansion & Ecosystem Development

Develop and execute teaming strategies that enhance competitiveness in full-and-open environments.
Expand Harmonia's footprint across key GWACs, IDIQs, BPAs, and agency-specific vehicles.
Identify white space opportunities and adjacent market expansion strategies.
Partner with corporate growth, CTO, and delivery leaders to align modernization capabilities (cloud, cyber, AI/ML, GIS, data analytics) to mission demands.

Capture Governance & Performance

Establish capture discipline across milestone reviews, competitive intelligence, and pursuit readiness.
Drive win-rate improvement through lessons learned, pipeline prioritization, and P-win modeling.
Implement capture best practices and scalable infrastructure for sustained portfolio growth.

Requirements

U.S. Citizenship required
Bachelor's degree
10+ years of experience in Federal Government Business Development and Capture Management providing IT solution services to National Security and Defense agencies
Agency specific and customer intimacy and knowledge – DHS, CBP, FEMA, Secret Service, Dept of State, Department of War, etc.
Demonstrated success identifying, capturing, and winning National Security IT solution full and open contracts
Experience supporting national security, homeland security, emergency management, or diplomatic missions
Strong understanding of government acquisition processes, including FAR/DFARS
Proven ability to write and present proposal-quality content and close deals
Experience using Deltek GovWin IQ and CRM tools (Salesforce, TechnoMile preferred)
Experience leveraging federal data sources (SAM.gov, USAspending.gov, FPDS, Data.gov)
Excellent oral and written communication skills
Ability to engage credibly with technical, operational, and executive stakeholders
Highly organized, self-directed, and collaborative

Desired

Active Secret or Top-Secret clearance.
Experience scaling National Security portfolios within growth-stage federal contractors.
Demonstrated success displacing incumbents in competitive environments.
Background in digital modernization, cybersecurity, cloud, AI/ML, or mission systems integration.
Experience mentoring and developing capture talent within a growth organization.
DLA JETS contract experience preferred

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Here at Harmonia we are pleased to have been repeatedly recognized for our outstanding work culture, the innovative work we do, and the employees on our team who make a difference each day. Some of these recognitions include:

Recognized as a Top 20 "Best Place to Work in Virginia"
Recipient of Department of Labor's HireVets Gold Medallion
Great Place to Work Certification for five years running
A Virginia Chamber of Commerce Fantastic 50 company
A Northern Virginia Technology Council Tech 100 company
Inc. 5000 list of fastest growing companies for eleven years
Two-time SBA SBIR Tibbett's Award winner
Virginia Values Veterans (V3) Certification

We recognize that every bit of our success is the result of our teams of hard-working, motivated, and innovative professionals who are proud to call themselves part of the Harmonia family! In addition to competitive compensation, a family-focused culture, and a dynamic, productive work environment, we offer all full-time employees a variety of benefits including, but not limited to

Traditional and HSA- eligible medical insurance plans
100% employer-paid dental and vision insurance options
100% employer-sponsored STD, LTD, and life insurance
5% 401(k) company matching
Flexible-schedules and teleworking options
Paid holidays and PTO Accrual Plans
Paid Parental Leave
Professional development and career growth opportunities
Team and company-wide events, recognition, and appreciation-- and so much more!

Check out our LinkedIn, Facebook, and Instagram to find out a little more about who we are and if we are the right next step for your career!

Harmonia is an Equal Opportunity Employer providing equal employment opportunity to all employees and applicants for employment without regard to race, color, religion, national origin, age, gender, gender identity, sexual orientation, disability, or genetics. Harmonia does and will take affirmative action to employ and advance in employment individuals with disabilities and protected veterans. To perform the above job successfully, an individual must possess the knowledge, skills, and abilities listed; meet the education and work experience required; and must be able to perform each essential duty and responsibility satisfactorily. Other duties in addition to those listed may be assigned as necessary to meet business needs. Reasonable accommodation will be made to enable an applicant with a disability to successfully apply for and/or perform the essential duties of the job. If you are in need of an accommodation, please contact HR@harmonia.com.