Overview Tampa, FL • Fully Remote • Full Time Responsibilities Growth Strategy & Planning: Develop and execute a 5-year growth strategy to achieve sustainable revenue goals; establish clear revenue goals, pipeline development targets, and market penetration objectives; align growth activities with PTP core competencies, market penetration objectives, NAICS codes, contract vehicles, and socioeconomic status to maximize competitive advantage; provide input on bid/no-bid decisions and prioritization of opportunities.

Business Development & Capture Management: Lead the identification, qualification, and pursuit of new opportunities; build and maintain relationships with key decision-makers in Federal, State, and commercial marketplaces; oversee capture planning, including customer shaping, teaming strategy, win themes, pricing approach, and proposal development; integrate developed opportunities to ensure the company maintains a qualified pipeline valued at 8–10x annual revenue targets; provide expertise and customer knowledge to proposal development to ensure proposals are compelling, compliant, and competitive.

Strategic Partnerships & Alliances: Develop partnerships with large and mid-tier primes and innovative small businesses that expand PTP’s access to new markets, customers, and contract vehicles; provide recommendations to teaming agreements, joint ventures, and mentor-protege arrangements; track and measure partnership effectiveness in terms of pipeline contribution and revenue goals.

Market Expansion & Innovation: Position the company for entry into new markets and customers each year; drive capability expansion in high-demand service areas such as IT modernization, cybersecurity, data analytics, knowledge management; monitor federal spending trends to identify emerging and legacy markets; champion innovation and differentiation that sets the company apart in crowded procurement environments.

Operational Efficiency & Profitability: Work with the CFO and COO to enhance pricing strategies; recommend operational efficiencies to streamline BD, proposal, and capture processes; ensure pursuit of opportunities aligns with profitability goals (10–15% annually); deliver accurate quarterly forecasts to the CEO, COO and CFO.

Mergers, Acquisitions & Investment: Identify, assess, and recommend acquisition targets that enhance PTP capabilities; lead due diligence, negotiation, and integration planning for M&A; support capital-raising efforts (PE, VC, or SBA-backed loans) when aligned with company growth needs.

Leadership & Accountability: Coordinate with the COO in building and mentoring a small but effective growth team (BD managers, capture leads, proposal staff); report monthly progress to the CEO and COO with quarterly updates to the COO and CFO, including revenue growth, pipeline health, and capture performance; serve as a visible face of the company at select industry events, conferences, and government engagements.

Performance Metrics Revenue & Growth: Deliver annual growth in Annual Recurring Revenue (ARR) or Monthly Recurring Revenue (MRR); meet gross revenue milestones (Year 1: $25M | Year 2: $60M | Year 3: $120M | Year 4: $200M | Year 5: $300M); achieve 15–20% year-over-year (YoY) growth in sales; expand average deal size and customer lifetime value (CLV) through larger task orders, follow-on contracts, and multi-year awards; pipeline coverage of 8–10x annual revenue goals; qualification rate (number of realistic opportunities pursued vs. total identified).

Partnership Success: Secure 3–5 new strategic partnerships per year with primes, small businesses, or technology innovators that expand market share; percentage of total revenue derived from partnerships; new contract vehicles or IDIQs won through alliances; drive measurable outcomes from partnerships (IDIQ awards, teaming agreements, or customer wins); establish partnership performance reviews to ensure each alliance contributes to pipeline growth and revenue.

Market Expansion: Entry into new agencies each year; enter 2 new Federal agencies per year (e.g., VA, DHS, HHS, SOCOM) with the number of new services/capabilities launched; secure placement on at least 5 new Federal contract vehicles/IDIQs by Year 3; expand service portfolio into high-growth areas (cybersecurity, AI/ML, data analytics, logistics); introduce innovative service offerings that improve competitive advantage and create new revenue streams.

Profitability & Efficiency: Improve customer acquisition cost (CAC) by focusing on high-probability bids; increase return on marketing investment (ROMI) through targeted BD and capture initiatives; maintain EBITDA margins of 10–15% while scaling; develop real-time growth dashboards.

Mergers, Acquisitions & Capital Raising: Identify, support and execute 1–2 acquisitions by Year 3 (targeting firms with $10M–$50M in revenue); deliver post-acquisition synergies within 12–18 months (measured by pipeline growth, cost savings, and revenue impact); support capital-raising initiatives (equity, debt, or private equity) to accelerate growth strategies.

Qualifications Federal Contracting Experience: 10–15+ years of direct experience in Federal Business Development and Capture Management, with a proven record of winning competitive bids; deep understanding of the Federal Acquisition Regulation (FAR), DFARS, and agency-specific procurement rules; experience securing and managing IDIQs/GWACs (e.g., OASIS+, Seaport-NxG, RS3, CIO-SP, Alliant); knowledge of socioeconomic programs (SDVOSB, 8(a), HUBZone, WOSB) and how to leverage them for set-aside opportunities.

Growth & Revenue Leadership: Demonstrated success in scaling a small/mid-sized government contractor from growth and revenue leadership to design and execute a 5-year growth strategy with measurable revenue milestones (e.g., pipeline coverage, win rates, CAGR); experience expanding into new Federal agencies or mission areas (DoD, Intelligence, Civilian); proven ability to improve win rates and deliver consistent year-over-year revenue growth.

Partnerships & Industry Network: Established relationships with Federal agency contracting officers, program managers, and prime contractors; successful track record of teaming, joint ventures, and mentor-protégé partnerships; experience negotiating strategic alliances that produced measurable revenue outcomes.

Operational & Financial Acumen: Strong grasp of indirect rates, WRAP factors, and competitive pricing in Federal proposals; experience working with CFO/COO to maintain EBITDA margins of 10–15% while scaling; familiarity with CAC, ROMI, and pipeline-to-revenue metrics.

Mergers & Acquisitions (M&A): Hands-on experience identifying, evaluating, and integrating small to mid-sized acquisition targets ($10M–$50M in revenue); proven ability to deliver post-acquisition synergies within 12–18 months; experience in capital raising (private equity, SBA-backed lending, or strategic investors) to support growth.

Leadership & Execution: Experience building and managing growth teams (BD managers, capture leads, proposal teams); strong executive presence able to brief Boards, investors, and agency leadership; blend of strategic vision and hands-on execution — essential in a small contractor environment where leaders often “wear multiple hats.”

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