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The Canton Group · 6 days ago

Director, Business Development

Baltimore, MD

Full-time

Onsite

Director/Executive

10+ years exp

The Canton Group is a privately held technology services firm with over 25 years of experience delivering secure solutions to Fortune 500 organizations and government entities. They are seeking a strategic Director of Business Development to drive market expansion and client partnerships, focusing on building a high-performing business development function and guiding capture efforts across public and private sectors.

Cloud ComputingDeveloper APIsWeb Development

Culture & Values

Responsibilities

Own and execute the business development strategy to achieve growth targets across services including software implementation, modernization & support, cybersecurity, and automation

Identify, qualify, and advance new opportunities by building a repeatable pipeline engine (targeting, outreach, partner strategy, events, and relationship development)

Lead capture and pursuit strategy for priority opportunities: define win strategy, customer shaping, competitive positioning, pricing inputs, and win themes in coordination with proposals/capture and delivery teams

Develop and maintain executive-level relationships with key stakeholders; uncover needs, influence requirements, and position tailored value propositions that expand account footprint

Build and scale a BD organization: recruit, mentor, set goals/metrics, conduct performance reviews, and create career paths that strengthen capability and accountability

Partner with marketing to refine messaging, differentiation, case studies, and target account plans aligned to priority markets and verticals

Drive partner and ecosystem development (teaming, primes/subs, OEMs, platforms, and contract vehicles) to increase reach and win probability

Support negotiation and deal structuring for complex pursuits, including government contracting vehicles and procurement processes; coordinate with finance, legal, and delivery to balance competitiveness and profitability

Manage the end-to-end proposal process for SLED/government bids, ensuring compliant, on-time submissions

Provide accurate pipeline forecasting, reporting, and executive updates on risks, blockers, and growth opportunities; maintain strong CRM discipline

Ensure tight cross-functional coordination to enable smooth transition from pre-award to delivery, capturing lessons learned to improve future pursuits

Ensure compliance with applicable contracting and security requirements when pursuing and executing engagements (including participation in audits and contractual reviews as needed)

Adhere to the organization’s security policies, procedures, and controls to protect confidential information and ensure compliance with SOC 2 requirements

Willingness to travel as needed to support relationships, market presence, and growth

Qualification

Business Development StrategyFederal Government ExperienceCapture ManagementProposal StrategyCRM DisciplineContract NegotiationPipeline ForecastingConsultative MindsetCommunication SkillsOrganizational Skills

Required

Bachelor's degree in Business, Marketing, Engineering, or related field; MBA or equivalent preferred, plus 10+ years of progressive business development/sales experience in technology or professional services, including 5+ years in a senior growth, BD, or revenue leadership role

Demonstrated success developing and winning opportunities with federal and state government agencies or other highly regulated public-sector markets; experience with contract vehicles, audits, and compliance strongly preferred

Proven ability to build, lead, and scale BD/capture teams; drive measurable pipeline growth and win rates while influencing cross-functional stakeholders

Strong experience in complex, solution-based pursuits (software modernization, automation/RPA, DevSecOps, cloud migration, cybersecurity, or related services)

Skilled in capture management, proposal strategy, customer shaping, contract negotiation support, and pipeline forecasting

Excellent executive presence, communication, and presentation skills; comfortable engaging C-level clients and representing the company externally at industry events

Demonstrated success applying data-driven growth processes, CRM discipline, and automation to improve efficiency and predictability

Consultative mindset with the ability to translate technical capabilities into clear business outcomes and mission impact for customers

Strong organizational and prioritization skills; able to operate in a fast-paced services environment while maintaining rigor and compliance

Preferred

Prior experience working with or selling to organizations similar to Canton Group's customers (public-sector agencies and large private enterprises) is a plus