Business Development Lead – New Markets

🕒 November 12, 2025

⚔️ Virginia – Remote

⚔️ Virginia – Remote

⏰ Full Time

🟠 Senior

💰 Business Development (BDR)

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Excella

WebsiteLinkedInAll Job Openings

201 - 500 employees

🤖 Artificial Intelligence

🔒 Cybersecurity

☁️ SaaS

Artificial Intelligence • Cybersecurity • SaaS

Excella is a technology company specializing in artificial intelligence, analytics, modern software delivery, and organizational transformation. Excella employs an Agile/DevOps approach to help federal agencies, commercial enterprises, and nonprofit organizations implement innovative technology solutions and improve operational efficiency. Their services include cybersecurity integration in software development, enhancing digital experiences through user experience and human-centered design, and driving practical AI solutions. Committed to inclusion, diversity, and equity, Excella fosters a culture of continuous improvement and innovation, and encourages collaboration and thought leadership among its teams.

📋 Description

• The Business Development Lead (New Markets) drives Excella’s growth into untapped and emerging markets by identifying, cultivating, and converting new client relationships. • This role is responsible for door-opening and early opportunity engagement—positioning Excella’s solutions and capabilities in new agencies and market segments to generate qualified leads and expand Excella’s federal and adjacent market footprint. • The Business Development Lead serves as a connector and relationship builder, developing a deep understanding of client missions, problems and opportunities and aligns Excella’s offerings and differentiators to those client needs. • In addition, the Lead will build an understanding of competitor positioning, and the teaming ecosystem across their assigned target markets. In addition to initiating conversations with decision-makers, this role proactively identifies opportunities, potential teaming partners, differentiators, and summarizes market dynamics. • The Lead serves as a connector and relationship builder, partnering closely with other members of the Strategic Solutions and Growth team, senior leaders across Excella, Engagement leaders, and Marketing to shape Excella’s positioning and initiate conversations with decision-makers that create future business opportunities.

🎯 Requirements

• 7+ years of experience in federal business development, consulting, or market strategy, with demonstrated success entering and expanding new markets. • Proven record of generating qualified leads, building new client relationships, and contributing to successful contract wins in complex federal environments. • Experience across the full BD lifecycle, including opportunity identification, qualification, account penetration, pursuit strategy, capture, and proposal support. • Solid understanding of federal procurement processes, including the FAR, acquisition lifecycles, and key federal contract vehicles. • Strong communication, presentation, and relationship management skills, with the ability to engage effectively at senior levels both internally and externally. • Demonstrated ability to meet or exceed sales or growth targets. • Entrepreneurial and proactive mindset, with the ability to operate independently while collaborating across delivery, capture, and proposal teams. • Experience leading capture efforts for small to mid-size federal deals. • Experience partnering with alliance/channel or teaming partners to shape and pursue solutions. • Knowledge of the competitive landscape within Excella’s target markets, including awareness of major industry players and ecosystem dynamics. • Experience contributing to proposal content (technical inputs, win themes, or value propositions). • Ability to craft and communicate compelling value propositions that connect Excella’s offerings to federal mission needs. • Advanced influencing, negotiation, and strategic networking skills.

🏖️ Benefits

• We offer top of industry medical, dental, and vision benefits with multiple options to choose from such as an employer-contributed health savings account, infertility coverage, and orthodontia so you can select the plan that works best for you. • Regardless of what stage of life you’re in, Excella wants to support you. We provide 8 weeks of Parental Leave, discounted pet insurance, and a Care.com membership with 3 back-up emergency child or elder care days annually – all available to you on your first day. • Starting day one, every employee is bonus eligible and receives 15 days of paid vacation, 6 federal holidays, and 4 floating holidays. • Excella’s TechEleX program provides you with multiple options to suit your technology needs. Choose between a variety of Mac or PC devices, and to ensure your hardware remains current, at the end of a 3-year period Excella will replace your existing computer with a new model from the program. • With Excella’s Annual Internet Reimbursement benefit, all employees receive an additional $25 per month to help offset the cost of internet access. • We'll invest in your career by providing 3 days of paid professional development every year, including an allowance for registration fees to attend classes, conferences, or obtain professional certifications. • We encourage mindfulness and overall well-being through employee wellness events, a HeadSpace membership, as well as access to TalkSpace and mental health coverage through our medical plans.