Business Development Executive - Federal Civilian (Fed Civ)
at Thoughtworks
Chicago, United States
Thoughtworks Federal is the engineering-first systems integrator for the AI era, bringing three decades of pioneering software engineering into mission-critical modernization for U.S. Defense agencies. We design and deliver evolutionary architectures, platform operating models, and AI-assisted software delivery (AI4SE) that accelerate timelines, raise delivery quality, and strengthen citizen-facing outcomes.
We are recognized as industry thought leaders—authors of 140+ definitive engineering works, creators of the Technology Radar, and trusted partners to some of the most complex organizations in the world. Our teams integrate AI-first software development, data modernization, cloud platforms, and secure-by-design practices to help agencies deliver better citizen services and mission programs sustainably.
When you join Thoughtworks Federal, you’ll shape and deliver modernization that is secure, human-centered, and creates lasting engineering capability inside government.
Thoughtworks is searching for a Business Development Manager to join our growing Federal Practice with responsibility for growing our Defense and Intelligence portfolio. The Thoughtworks Federal Civilian BDM is responsible for business development strategy, planning, and execution for opportunities with such agencies as SSA, OPM, USCIS, CFPB, DOL, and others. The successful candidate will demonstrate the experience and career trajectory required to manage the full scope of business practices, including business development, pipeline
development, client management, and proposal development responsibilities. In order to be successful in this role, you must be able to create order out of chaos, be flexible and adaptable in your approach, and able to balance the need for structure and guidelines with the need to be creative and progressive.
Job responsibilities
- 12+ years in federal account leadership with Defense & Intelligence agencies (HHS,DHS, Treasury, USDA, VA, etc.).
- Proven track record winning and growing IT/engineering programs ($10M–$100M+).
- Mastery of capture/proposal processes and strong financial acumen.
- Deep understanding of Civilian procurement, vehicles, and compliance.
- Creating and leading client-focused and client-facing activities, including setting up andattending key client and stakeholder meetings designed to win new contracts.
- Collaborating with the Solution Lead/Architect to develop the technical solution and allrelated demonstrations that are presented to the prospective client.
- Working with marketing to develop thought leadership, campaigns, or social mediaactivity to advance business development objectives.
- Lead the development of RFx responses, serving as a key contributor to and reviewer ofproposals, in collaboration with the Head of Growth and relevant Account Teams. Actively engage in the customer and partner ecosystem and represent Thoughtworks inthe business community at industry and client events.
- Educate potential government customers, industry partners, and internal team memberson the Thoughtworks value proposition.
- Understand and utilize market trends, mission priorities, and customer goals to envision,shape, and close new opportunities. Develop and maintain highly effective relationships with the Government executives,Program Managers, contract management offices and industry partners that drive growth.
Job qualifications
Technical Skills
- Drive sales: Accountable for maintaining sales pipeline hygiene and defining andexecuting a multi-year account plan tied to budgets, digital strategy, andgovernment-wide vehicles (MAS, SEWP, OASIS+, Alliant 3, CIO-SP).
- Expand whitespace: Originate new modernization programs across directorates; focuson AI, cloud, and application modernization to accelerate impact.
- Drive capture discipline: Lead go/no-go and bid/no-bid; oversee teaming, pricingstrategy, and solution narrative.
- Deliver for growth: Ensure delivery excellence, compliance withFAR/FISMA/FedRAMP, and measurable improvements in citizen experience.
- Orchestrate ecosystem: Activate hyperscalers, ISVs, and partners for joint pursuits and delivery.
Professional Skills
- Be a trusted advisor: Build relationships with agency CIOs, CTOs, and programleaders to co-create modernization aligned to mission priorities.
- U.S. citizen; Public Trust eligible (Secret a plus).
- DC metro preferred; 25–40% travel.
Other things to know
Learning & Development
There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you. But we also balance autonomy with the strength of our cultivation culture. This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow. We see value in helping each other be our best and that extends to empowering our employees in their career journeys.
About Thoughtworks
Thoughtworks is a dynamic and inclusive community of bright and supportive colleagues who are revolutionizing tech. As a leading technology consultancy, we’re pushing boundaries through our purposeful and impactful work. For 30+ years, we’ve delivered extraordinary impact together with our clients by helping them solve complex business problems with technology as the differentiator. Bring your brilliant expertise and commitment for continuous learning to Thoughtworks. Together, let’s be extraordinary.
Salary
Benefits: https://www.thoughtworks.com/en-us/careers/benefits
The annual salary range posted is subject to many factors and may vary depending on experience, geographic location, job responsibilities, performance, skills and/or training.