Director of Business Development, Federal

About this role

<div class="content-intro"><h3>Company Background</h3> <p>Censys’ mission is to be the one place to understand everything on the internet. Frustrated by the lack of trustworthy Internet intelligence, we set out to create the industry’s most comprehensive, accurate, and up-to-date map of the Internet. Today, Censys delivers real-time Internet intelligence and actionable threat insights to global governments, over 50% of the Fortune 500, and leading threat intelligence providers worldwide.</p></div><h3 data-section-id="mprbmu" data-start="323" data-end="345"><strong data-start="327" data-end="345">About the Role</strong></h3> <p data-start="347" data-end="543">We are looking for Director of Business Development to lead our federal systems integrator (SI) partner strategy—a critical lever for scaling our presence across key U.S. government programs.</p> <p data-start="545" data-end="944">This is a high-impact, externally facing role responsible for building and activating strategic SI partnerships to drive pipeline, expand contract access, and accelerate revenue growth. You will operate at the intersection of partnerships, sales, and product, working closely with federal leadership to prioritize pursuits, shape joint solutions, and win in competitive federal environments.</p> <p data-start="545" data-end="944">This position is required to be located in the DC vicinity in order to effectlively support local customers and partners. </p> <h3 data-section-id="187pcd9" data-start="951" data-end="973"><strong data-start="955" data-end="973">What You’ll Do</strong></h3> <ul data-start="975" data-end="2316"> <li data-section-id="h20a3m" data-start="975" data-end="1171">Own and expand strategic SI partnerships: Build and manage executive-level relationships across top-tier federal systems integrators to drive pipeline, program access, and long-term growth</li> <li data-section-id="mr0hu3" data-start="1172" data-end="1336">Drive federal opportunity strategy: Partner with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities</li> <li data-section-id="cnur2i" data-start="1337" data-end="1501">Enable and activate partners: Lead co-sell efforts with SI partners, including training, joint value propositions, ROI messaging, and go-to-market execution</li> <li data-section-id="1ox22g9" data-start="1502" data-end="1663">Shape winning solutions: Collaborate with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs</li> <li data-section-id="1l1jl61" data-start="1664" data-end="1813">Lead partner performance management: Forecast partner-driven pipeline, track performance, and provide actionable feedback to improve outcomes</li> <li data-section-id="1er5tzr" data-start="1814" data-end="1956">Align on federal bids and pursuits: Monitor federal solicitations and ensure optimal SI alignment and positioning for competitive bids</li> <li data-section-id="85wq3k" data-start="1957" data-end="2108">Surface market intelligence: Identify trends across the federal landscape and provide insights to inform product, marketing, and sales strategy</li> <li data-section-id="rjhqsk" data-start="2109" data-end="2226">Represent Censys externally: Act as a key ambassador at industry events, conferences, and partner engagements</li> <li data-section-id="1o949ap" data-start="2227" data-end="2316">Deliver results: Meet or exceed quarterly and annual pipeline and revenue targets</li> </ul> <h3 data-section-id="1hr9x9o" data-start="2323" data-end="2353"><strong data-start="2327" data-end="2353">What We’re Looking For</strong></h3> <ul data-start="2355" data-end="3003"> <li data-section-id="ijvqe5" data-start="2355" data-end="2452">Proven track record of building and scaling partnerships with federal systems integrators</li> <li data-section-id="1rdsjqk" data-start="2453" data-end="2560">Strong network of executive relationships across leading SIs (e.g., Booz Allen, Leidos, SAIC, etc.)</li> <li data-section-id="gk441l" data-start="2561" data-end="2655">Experience driving pipeline and revenue through partner-led motions in federal markets</li> <li data-section-id="23ylwx" data-start="2656" data-end="2754">Deep understanding of federal procurement, contracting vehicles, and go-to-market dynamics</li> <li data-section-id="l93mxt" data-start="2755" data-end="2846">Ability to operate strategically while executing tactically in a fast-paced environment</li> <li data-section-id="xuhv1v" data-start="2847" data-end="2950">Strong cross-functional collaboration skills, particularly with sales, product, and technical teams</li> <li data-section-id="1tuj8g0" data-start="2951" data-end="3003">Exceptional communication and executive presence</li> <li>Open to using AI to amplify their skills and strengthen their work - demonstrating curiosity, a…