Director, Client Growth & Strategy, DHS

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.

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.

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.

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.

As a Director of Client Growth and Strategy, DHS, you will help drive Ad Hoc’s growth 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 role for someone who understands federal customers beyond the opportunity pipeline. You bring knowledge of customer missions, acquisition environments, technology priorities, and key stakeholders, along with the ability to turn customer relationships and market knowledge into qualified opportunities and new 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 professional 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 build customer relationships, develop account strategy, identify whitespace, shape opportunities, work with technical teams on solutions, lead capture activities, and help convert opportunities into booked business.

• Develop and execute growth strategies across USCIS and other mission-aligned DHS organizations and programs
• Develop deep knowledge of assigned accounts, including customer missions, organizational structures, key stakeholders, acquisition strategies, technology environments, budgets, and competitive landscapes
• Leverage existing customer and industry relationships while developing new relationships that strengthen Ad Hoc’s position within target accounts
• Identify opportunities where Ad Hoc’s capabilities can improve public-facing services, accessibility, resilience, cybersecurity, and the delivery of essential government services
• Build, qualify, and manage multi-year pipeline 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 opportunities to expand into adjacent programs, offices, and mission areas
• Develop and execute customer call plans and account strategies
• Maintain accurate pipeline forecasts and communicate opportunities, risks, and recommended actions to Growth and executive leadership
• Understand relevant contract vehicles and identify pathways for Ad Hoc to access and compete for new opportunities

• Lead and support strategic pursuits throughout the federal opportunity lifecycle, from early identification and qualification through capture, proposal, negotiation, and award
• Shape opportunities before solicitation through customer engagement, mission knowledge, competitive intelligence, and understanding of federal acquisition strategy
• Develop capture strategies, win themes, customer engagement plans, competitive positioning, and teaming approaches
• Coordinate multidisciplinary pursuit teams that may include solution architects, technical SMEs, delivery leaders, pricing, contracts, recruiting, proposals, and executive leadership
• Participate in gate reviews and provide recommendations regarding opportunity qualification, positioning, and pursuit strategy
• Develop relationships with strategic technology partners, primes, subcontractors, small businesses, and other organizations within the federal ecosystem
• Maintain momentum throughout the pursuit lifecycle with a focus on converting qualified opportunities into booked business

• Develop and maintain 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 teams 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
• Develop relationships with commercial technology and product partners to identify joint go-to-market opportunities
• Represent Ad Hoc with customers, partners, industry organizations, and at relevant federal events
• Help increase Ad Hoc’s visibility and credibility within strategic accounts

• Contribute to the continued development of Ad Hoc’s business development and capture practices
• Partner closely with Growth, Delivery, Technology, Contracts, Finance, Talent Acquisition, and executive leadership throughout strategic pursuits
• Maintain disciplined account plans, pipeline data, capture activities, and forecasts
• Present account strategies, opportunities, capture plans, and recommendations to Growth and executive leadership
• Share customer and market intelligence that informs broader growth strategy
• Support and mentor teammates as appropriate while remaining actively engaged in customer development and pursuits

• Bachelor’s degree and 8+ years of relevant professional experience
• Relevant years of experience may be substituted for education
• Experience supporting USCIS or other mission-aligned DHS organizations and programs through business development, capture, delivery, consulting, technology, account management, government service, or a combination of these areas
• Demonstrated experience supporting federal account growth and developing qualified opportunities
• Existing customer, partner, and/or industry relationships within relevant DHS markets
• Experience across the federal growth and capture lifecycle, including account planning, opportunity identification, qualification, capture, proposal, and award
• Demonstrated experience building pipeline and contributing to federal contract wins
• Experience with new business, recompetes, task orders, takeaways, and/or on-contract growth
• Working knowledge of federal acquisition processes, contract vehicles, competitive positioning, and government contracting
• Experience coordinating multidisciplinary teams during federal pursuits
• Ability to operate as a hands-on growth professional across customer engagement, account strategy, capture, and business development
• Strong communication, relationship management, presentation, and organizational skills
• 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

• 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 growth, capture, or account leadership
• Experience as a former federal employee who has successfully transitioned into industry, consulting, technology, or federal growth
• Experience as an Account Executive, Account Manager, Sales Engineer, Client Executive, or growth professional within a commercial technology or product company supporting relevant federal customers
• Demonstrated personal contribution to measurable pipeline creation, bookings, revenue growth, or federal contract wins
• Experience supporting or leading large, complex federal pursuits, including $50M+ TCV opportunities
• Experience shaping opportunities prior to RFP release
• Experience with GWACs, IDIQs, BPAs, and other federal contract vehicles
• Experience with Shipley or similar capture methodologies
• Experience developing teaming relationships and technology partnerships
• Experience selling or shaping solutions involving digital modernization, cloud, data and analytics, AI, cybersecurity, platforms, or emerging technologies
• Experience expanding established accounts into new programs, offices, or mission areas
• Demonstrated understanding of technology and digital services supporting mission areas such as immigration services, emergency preparedness and response, cybersecurity, public-facing digital services, accessibility, and modernization of essential government systems