Senior Director, Client Growth & Strategy, Federal Civilian Ad Hoc LLC $200,000 - $250,000 vision insurance, parental leave, 401(k), remote work United States, Maryland, Silver Spring Sep 04, 2026 Senior Director, Client Growth & Strategy, Federal Civilian This is a hybrid position. Job ID #937 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. The Federal Civilian business unit supports many customers spanning the federal, commercial, and nonprofit space. Our customers include NOAA, NASA, IRS, the General Services Administration, Office of Personnel Management, the Library of Congress, Health & Human Services, and the FDIC. We partner with these agencies to build new capabilities, deliver products, establish data as a strategic asset for informed decision-making, modernize legacy systems, and build the digital service infrastructure necessary to scale their mission impact. Primary Responsibilities As a Senior Director of Client Growth and Strategy, Federal Civilian, you will help shape and execute Ad Hoc's growth strategy across strategic Federal Civilian accounts, including agencies such as HHS, IRS, NOAA, and other priority civilian markets. This is a hands-on growth leadership role for someone who understands federal customers beyond the opportunity pipeline. You bring deep knowledge of the agencies, their missions, acquisition environments, technology priorities, and people. You know how strong delivery creates customer trust and how to turn that trust, market knowledge, and existing relationships into pipeline, capture strategies, and booked 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 leader 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 move from an executive customer conversation to developing an account strategy, shaping an opportunity, working with technical teams on a solution, leading capture, and presenting a strategic pursuit to executive leadership.

Primary expectations include:

Federal Civilian Growth & Account Strategy

Develop and execute growth strategies across priority Federal Civilian accounts, including HHS, IRS, NOAA, and adjacent civilian agencies

Bring deep knowledge of assigned accounts, including customer missions, organizational structures, key stakeholders, acquisition strategies, technology environments, budgets, and competitive landscapes

Leverage established customer and industry relationships to strengthen Ad Hoc's positioning and identify new opportunities

Build and manage qualified, multi-year pipelines 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 expand into adjacent programs, offices, and mission areas

Develop and execute customer call plans and account strategies

Forecast pipeline and bookings, communicate risks and opportunities, and maintain accountability for growth objectives

Maximize existing contract vehicles while identifying additional vehicles and partnerships necessary to support account strategy

Capture & Opportunity Leadership

Lead strategic pursuits throughout the federal opportunity lifecycle, from early identification and qualification through capture, proposal, negotiation, and award

Shape opportunities before solicitation by combining customer relationships, mission knowledge, competitive intelligence, and an understanding of federal acquisition strategy

Develop capture strategies, win themes, customer engagement plans, competitive positioning, teaming strategies, and price-to-win approaches

Lead multidisciplinary pursuit teams that may include solution architects, technical SMEs, delivery leaders, pricing, contracts, recruiting, proposals, and executive leadership

Lead or participate in gate reviews and provide clear recommendations regarding pursuit strategy and investment

Develop relationships with strategic technology partners, primes, subcontractors, and other organizations within the Federal Civilian ecosystem

Maintain momentum and accountability throughout the pursuit lifecycle with a focus on converting qualified pipeline into booked business

Customer, Technology & Market Engagement

Maintain and expand relationships with federal executives, program leaders, acquisition stakeholders, technology leaders, 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 leadership to develop differentiated solutions across areas such as digital modernization, cloud, data, AI, platforms, and emerging technologies

Translate successful program delivery and customer satisfaction into organic and adjacent account growth

Build strategic relationships with commercial technology and product partners to develop joint go-to-market opportunities

Represent Ad Hoc with customers, industry organizations, technology partners, and at relevant Federal Civilian events

Strengthen Ad Hoc's visibility and reputation within target accounts

Growth Leadership

Help cultivate and mature Ad Hoc's business development and capture practices

Lead, coach, and develop growth professionals while remaining actively engaged in accounts and pursuits

Establish clear expectations for pipeline development, account planning, capture execution, forecasting, and performance

Partner with Growth, Delivery, Technology, Contracts, Finance, Talent Acquisition, and executive leadership to execute strategic pursuits

Present strategic accounts, pipeline, pursuits, risks, and investment recommendations to senior and executive leadership

Contribute to broader Federal Civilian market strategy and identify emerging areas of opportunity

Manage team performance, development, and operational responsibilities as appropriate Required Qualifications Bachelor's degree and 10+ years of relevant professional experience

Relevant years of experience may be substituted for education

Significant experience supporting the Federal Civilian market through business development, capture, delivery, consulting, technology, account leadership, or a combination of these areas

Demonstrated experience developing and executing growth strategies within Federal Civilian agencies, including HHS, IRS, NOAA, or other strategic civilian accounts

Established customer, partner, and industry relationships within the Federal Civilian market

Demonstrated understanding of the full federal growth and capture lifecycle, from account planning and opportunity identification through capture, proposal, award, and bookings

Proven track record developing qualified pipeline and winning federal business

Experience with new business, recompetes, takeaways, task orders, and/or on-contract growth

Strong understanding of federal acquisition processes, contract vehicles, competitive positioning, and government contracting

Experience leading multidisciplinary teams through complex federal pursuits

Demonstrated ability to operate as a hands-on leader who can balance account strategy, customer engagement, capture execution, team leadership, and organizational priorities

Strong executive communication, relationship management, negotiation, and presentation skills

Experience leading and developing growth, capture, business development, account, or related teams

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 HHS and its operating divisions, IRS, NOAA, or other priority Federal Civilian agencies

Career progression from federal delivery, program leadership, technology, consulting, engineering, data, or operations into dedicated growth, capture, or account leadership

Experience as a former federal employee or leader who has successfully transitioned into industry, consulting, technology, or federal growth

Experience as an Account Executive, Account Manager, Sales Engineer, Client Executive, or growth leader within a commercial technology or product company supporting Federal Civilian customers

Proven track record of personally contributing to measurable pipeline creation, bookings, revenue growth, and contract wins

Experience leading strategic opportunities of $50M+ TCV, including large Prime and Full and Open pursuits

Experience shaping opportunities prior to RFP release and influencing acquisition strategy

Experience with GWACs, IDIQs, BPAs, and other federal contract vehicles

Experience with Shipley or similar capture methodologies

Experience developing strategic teaming and technology partnerships

Experience selling or shaping solutions involving digital modernization, cloud, data and analytics, AI, platforms, or emerging technologies

Experience successfully expanding established federal accounts into new programs, offices, and mission areas 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 $200,000 - $250,000. 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/