Federal Business Development Executive

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position

Stephen Gorham is continuing to build and scale the OPSWAT Federal organization, and we are making deliberate investments in both near-term pipeline acceleration and long-range opportunity shaping across the Department of Defense, Intelligence Community, and Federal Civilian agencies.

OPSWAT’s cybersecurity solutions, including purpose-built cybersecurity technologies—spanning Zero Trust, secure data exchange, critical infrastructure protection, and cross-domain workflows- are now part of many Federal modernization projects. To keep growing, we are expanding our Federal Business Development team to focus on both immediate and future requirements.

About the Role

As the Business Development Executive, you drive both near and long-term Federal pipeline growth. Pursue and accelerate near-term opportunities to directly impact in-year revenue. Shape future opportunities by engaging early in Federal modernization efforts. Work closely with our Account Executives to develop and qualify opportunities. As the pipeline matures, this role will help lay the foundations for a future capture team. You are not a quota-carrying closer, but a force multiplier—building pipeline, shaping perception, and enabling future success.

What You Will Be Doing

Short-Range Pipeline (In-Year Impact)

• 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.

Long-Range Pipeline (Strategic Growth)

• 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.

Industry Representation & Thought Leadership

• 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.

Cross-Functional Collaboration

• 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.

What We Need From You

• 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.

Why Join OPSWAT Federal?

• Play a foundational role in shaping OPSWAT’s Federal growth model.

• Work alongside a seasoned Federal leadership team led by Stephen Gorham.

• Help build the pipeline discipline and market presence that will underpin a future capture organization.

• Access a state-of-the-art Critical Infrastructure Lab purpose-built for Federal engagement.

• Competitive compensation aligned to pipeline creation, influence, and strategic impact.

This role is ideal for someone who thrives in building something before it exists—and understands how disciplined business development today becomes capture success tomorrow.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.