OPSWAT · 18 hours ago
Federal Business Development Executive
Washington, District of Columbia, United States
Full-time
Onsite
Senior Level, Lead/Staff
12+ years expOPSWAT is a global leader in cybersecurity, focusing on critical infrastructure protection. The Business Development Executive will drive Federal pipeline growth, engaging with Federal agencies to identify opportunities and accelerate revenue while shaping future capture strategies.
Cyber SecurityDeveloper APIsEnterprise SoftwareInformation TechnologySoftware
Responsibilities
Identify and qualify Federal opportunities (12–18 month horizon) aligned to contract vehicles and available funding
Collaborate with Federal Account Executives to accelerate access, validate timing, and move opportunities forward
Engage program offices and FSIs to clarify funding, procurement steps, and timelines
Support RFIs and market research likely to lead to funded procurements
Prioritize opportunities based on probability, timing, and alignment with the OPSWAT strategy
Identify and develop long-range Federal pipeline, focusing on modernization and mission gaps relevant to OPSWAT
Build relationships with Federal agency leadership and FSIs to influence programs early
Translate mission needs into capture-ready opportunities to enable future capture teams
Provide guidance on early OPSWAT investments using funding signals and acquisition pathways
Serve as OPSWAT SME at Federal and industry events and mission-focused forums
Represent OPSWAT in discussions with government, industry, and partner audiences on topics such as Zero Trust, secure data exchange, critical infrastructure protection, and cross-domain workflows
Support executive briefings and partner-hosted events to advance OPSWAT’s Federal mission credibility
Share industry engagement insights to strengthen pipeline, AE work, and capture planning
Work closely with Federal Account Executives and technical experts from the early stages to execution
Use OPSWAT’s Critical Infrastructure Lab in Arlington, VA, for executive briefings, demos, and partner meetings
Share agency priorities, competitive dynamics, and program maturity to inform the Federal go-to-market strategy
Qualification
Required
12+ years' Federal business development or capture/sales experience; able to operate effectively without a formal capture organization
Demonstrated ability to build pipeline in growth-stage Federal organizations
Strong knowledge of Federal acquisition, RFIs, market research, and early program development
Established relationships with Federal agency leadership and Federal System Integrators
Able to represent OPSWAT as a credible SME in Federal and industry forums
Strategic thinker who can deliver immediate and long-term impact
Company
OPSWAT
OPSWAT is a Critical Infrastructure Protection CIP Cybersecurity for ICS and OT environments
501-1000 employees
Funding
Current Stage
Late StageTotal Funding
$125MKey Investors
Brighton Park Capital
2021-03-31Private Equity· $125M
Leadership Team
Benny Czarny
CEO & Founder
Dan Lanir
Senior Vice President of Customer Experience
Recent News
2025-12-15
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