Director, Client Growth & Strategy, DHS Ad Hoc LLC vision insurance, parental leave, 401(k), remote work United States, Virginia, McLean 1676 International Drive (Show on map) Sep 04, 2026 Director, Client Growth & Strategy, DHS This is a hybrid position. JOB ID #940 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 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.

Primary expectations include:

DHS Growth & Account Strategy 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 Capture & Opportunity Leadership 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 Customer, Technology & Mission Engagement 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 Growth Practice 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 Basic Qualifications 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 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 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 To learn more about working at Ad Hoc, please visit:https://adhocteam.us/join

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 $150,000 - $200,000 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:

https://adhoc.team/