Director of Business Development - Federal Health Market



Our growing firm is searching for an experienced and resourceful Director of Business Development to develop and implement growth opportunities across the Federal Health market with particular focus on the Center for Medicare and Medicaid Services.  The successful candidate will align closely with Excella’s Federal Health operations lead and be accountable for achieving pipeline, sales, and business capture results in assigned targets. We are searching for professionals who think strategically and are willing to take the journey with us long-term to build and grow our firm.  We are looking for a leader who has proven experience in creating business value for organizations and understands how to leverage technical talent to create transformative technology solutions for our clients.  Candidates should have strong communication and leadership skills and ability to manage a multi-year pipeline and multiple opportunities.  This position reports directly to the Vice President of Strategic Growth.


  • Identify, develop, track, and successfully execute a pipeline of qualified opportunities to support our Federal Health growth objectives
  • Develop and lead the firm’s capture planning activities and stay involved throughout the business development lifecycle
  • Build, develop and foster relationships with key agency decision makers, influencers, industry partners and position Excella to pursue and win new opportunities
  • Work collaboratively and proactively across the organization to drive and achieve broader company growth objectives
  • Engage in industry events and serve as liaison for memberships and event participation
  • Conduct market research and analysis to stay current on Federal Health agencies’ mission priorities, opportunities, and buying trends
  • Provide strategic guidance and actively engage in supporting proposal efforts


  • 10+ years well-rounded experience conducting sales and business development activities across the federal market
  • Working knowledge of Federal Health agency missions, cultures, organizational components, leadership, major programs, challenges and buying trends
  • Proven, sustained ability and reputation of winning contract awards of over $50M while maintaining high levels of client satisfaction
  • Experience managing pipeline, forecasting, and closing deals 
  • Established relationships with influential clients, stakeholders, and influencers, with demonstrated ability to develop and foster new relationships
  • In-depth knowledge of the competitive landscape and existing contracts within the Federal Health market
  • Knowledge of the federal acquisition process, procedures, and associated regulations
  • Experience with IT solutions and services including IT Modernization, IT Strategy, Agile Transformation, Cloud Solutions, Agile Software Development, DevSecOps, CX Design, Change Management, and Data Visualization and Analytics
  • Ability to make sound business decisions and use appropriate judgment
  • Self-initiator, sense of urgency, decisiveness and ability to inspire growth within the team
  • Unquestionable integrity, character, and competence

About Excella

Excella is an Agile technology firm helping leading organizations realize their future through the power of technology. We work collaboratively to solve our clients’ biggest challenges and evolve their thinking to help them prepare for tomorrow. Together we transform bold ideas into elegant technology solutions to create real progress.


What You Can Expect from Us


  • We care about our employees. In fact, The Washington Post and The Washington Business Journal consistently rank Excella as a “Best Place to Work”.
  • You will work with great people who love what they do. Our team is filled with thought leaders, published authors, certified trainers, and internationally renowned speakers.
  • We have a “bring your own device” workplace and will share the cost of a new computer of your choice – Mac or PC. It is up to you.
  • We will invest in your career by providing 3 days of paid professional development every year, including travel and registration fees to attend classes and conferences. In addition to tuition assistance for degrees and certifications.
  • Starting day one, every Excellian is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays.
  • You can bike, drive, or metro to work – our commute reimbursement plan has you covered.
  • You will have fun! We hold monthly social events all year long.

Excella is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.


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