Business Development Director – Federal Civil Agencies

ABOUT US

Founded in 1866, The Sanborn Map Company (Sanborn) is one of the oldest continuously operating mapping and geospatial information technology companies in the US. Our work is highly visual, and our mapped data and applications are an essential part of today’s information economy. We serve many industries and government departments and need to communicate effectively with them about our wide range of products and services. We remain at the forefront of the GIS and photogrammetry industry by offering high quality, technologically superior products and services backed by the industry’s most experienced staff. We are looking for a talented individual to fill this role working in a collaborative environment ready to innovate workflow.

SUMMARY

The Business Development Director – Federal Civil Agencies is responsible for driving revenue growth and market expansion for Sanborn’s geospatial data, mapping, remote sensing, analytics, cloud, and software solutions within the Federal Civilian market. This role leads the identification, qualification, capture, and pursuit of strategic opportunities across the Department of the Interior (DOI), Department of Commerce (DOC), United States Department of Agriculture (USDA), Department of Homeland Security (DHS), Department of Energy (DOE), and associated agencies.

The Director develops and executes growth strategies to position Sanborn as both a prime contractor and strategic subcontractor for geospatial data acquisition, LiDAR, imagery, geophysics, GIS, digital twin, artificial intelligence, cloud-based geospatial platforms, and enterprise software solutions. The position is responsible for building executive-level customer relationships, developing capture plans, forming strategic partnerships, and leading major pursuits that align with federal priorities and appropriations.

LOCATION: Washington D.C. region, remote

MAJOR RESPONSIBILITIES

• Identify, qualify, and pursue new federal geospatial, mapping, remote sensing, data analytics, and software opportunities.
• Develop and execute capture strategies for strategic federal pursuits across DOI, DOC, USDA, DHS, DOE, and related agencies.
• Build and maintain relationships with federal executives, program managers, contracting officers, technical leaders, and industry partners.
• Monitor agency budgets, appropriations, legislation, acquisition forecasts, and strategic initiatives to identify future opportunities.
• Lead opportunity qualification, capture planning, win strategies, teaming arrangements, and competitive positioning.
• Establish and manage strategic partnerships, joint ventures, mentor-protégé relationships, and subcontracting arrangements.
• Represent Sanborn at industry conferences, agency events, professional associations, and federal outreach activities.
• Coordinate with technical, operations, and program management teams to develop customer-focused solutions.
• Lead proposal strategy, pricing strategy, and contract negotiations.
• Develop and maintain a qualified pipeline of opportunities and provide accurate revenue forecasting.
• Identify opportunities to expand Sanborn’s geospatial software, cloud, analytics, AI, digital twin, imagery, LiDAR, geophysics, and enterprise GIS capabilities within federal agencies.
• Advise executive leadership regarding federal market trends, competitive intelligence, acquisition strategies, and growth investments.
• Support government relations and industry advocacy activities related to federal geospatial programs and appropriations.
• Collaborate with corporate leadership to establish annual growth objectives and market expansion strategies.
• Achieve annual bookings, revenue, and pipeline growth targets.

TARGET FEDERAL AGENCIES

Primary focus includes:

• Department of the Interior
  • U.S. Geological Survey (USGS)
  • Bureau of Land Management (BLM)
  • Bureau of Reclamation (BOR)
  • National Park Service (NPS)
  • Fish and Wildlife Service (FWS)
• Department of Commerce
  • National Oceanic and Atmospheric Administration (NOAA)
  • National Geodetic Survey (NGS)
  • Census Bureau
  • National Telecommunications and Information Administration (NTIA)
• United States Department of Agriculture
  • Natural Resources Conservation Service (NRCS)
  • Farm Service Agency (FSA)
  • Forest Service (USFS)
  • Risk Management Agency (RMA)
• Department of Homeland Security
  • Customs and Border Protection (CBP)
  • Federal Emergency Management Agency (FEMA)
  • Cybersecurity and Infrastructure Security Agency (CISA)
• Department of Energy
  • Office of Fossil Energy and Carbon Management
  • Office of Electricity
  • Office of Science
  • National Laboratories
  • Critical Minerals and Energy Infrastructure Programs

QUALIFICATIONS

• Bachelor’s degree in Geography, Geospatial Science, Remote Sensing, GIS, Engineering, Computer Science, Data Science, Business, Public Administration, or related field.
• Either prior federal employee managing or contracting for the referenced technologies or minimum 10 years of business development, capture management, program management, or federal sales experience.
• Demonstrated success winning federal contracts as a prime contractor and/or subcontractor.
• Strong understanding of federal procurement processes, FAR, GWACs, BPAs, IDIQs, GSA schedules, and agency-specific acquisition practices.
• Experience with geospatial technologies including LiDAR, imagery, GIS, photogrammetry, digital twins, geophysics, cloud platforms, AI/ML, and enterprise software solutions.
• Existing relationships with decision-makers and stakeholders within target federal agencies.
• Demonstrated ability to develop and execute successful capture strategies for large and complex pursuits.
• Strong knowledge of federal budgeting, appropriations, and legislative processes affecting geospatial programs.
• Proven leadership, communication, negotiation, and presentation skills.
• Strong financial and business acumen with experience managing pipelines, forecasts, and growth objectives.
• Ability to travel extensively to customer sites, conferences, and industry events.

PERFORMANCE MEASURES

• Annual contract awards and bookings.
• Qualified pipeline growth.
• Revenue growth within targeted federal agencies.
• Prime contract win rate.
• Strategic subcontracting awards.
• Customer relationship development and account expansion.
• Proposal win rate.
• Achievement of annual business development objectives.

DISTINGUISHING CHARACTERISTICS

This position serves as Sanborn’s senior federal civilian market growth leader and is accountable for identifying, shaping, capturing, and winning strategic opportunities that advance the company’s long-term growth objectives within the federal geospatial marketplace. The position requires significant independent judgment, executive-level customer engagement, and leadership of complex multi-disciplinary pursuits.

Salary Range: 130K - 180K annual

Applicant must live in the U.S. and be authorized to work in the U.S.

Sanborn offers a comprehensive health and wellness program which includes medical, dental, vision, 401k, holiday, PTO, EAP, disability and life insurance benefits.

TO APPLY: Visit our website: www.Sanborn.com under the Careers menu option to apply. We are accepting applications for this position until July 15, 2026. Sanborn is an AA/Veteran/Disability Equal Opportunity Employer.