Xenith offers unmatched Benefits:
- 100% of Medical, Dental, and Vision benefits paid by employer
- FSA or HSA available
- Unlimited Paid Time Off (PTO)
- 401(k) matching (100% up to the first 4%) with NO vesting period
- Tuition / Certification / Training reimbursement
- Accident / Disability / Universal Life Insurance
Overview
The Client Executive is a federal growth role responsible for building trusted customer relationships, identifying qualified opportunities, and leading disciplined pursuit development from early engagement through proposal and award.
This is not a relationship-only sales position, and it is not a Rolodex hire. Xenith is looking for a capture-capable Client Executive who understands that effective growth starts with customer engagement, mission understanding, and disciplined opportunity judgment.
The right candidate knows how to move beyond surface-level outreach. Client engagement in this role means understanding customer priorities, validating mission needs, shaping pursuit strategy, coordinating internal resources, and helping convert qualified opportunities into competitive proposals.
This role reports to the Chief Growth Officer and works closely with operations, delivery leadership, technical staff, pricing, recruiting, and proposal operations. Success requires sound capture judgment, strong customer orientation, clear communication, and the discipline to focus on opportunities Xenith is positioned to win and execute well.
Responsibilities
- Own a defined federal customer or market lane and develop a credible pipeline of qualified opportunities.
- Build and sustain direct customer engagement with program, mission, technical, and acquisition stakeholders.
- Identify customer priorities, mission needs, acquisition timelines, competitive factors, and potential areas of opportunity.
- Lead opportunity qualification and pursuit development from early signal through proposal submission and award.
- Develop capture strategies, customer engagement plans, competitive assessments, value propositions, win themes, teaming approaches, and pursuit briefings.
- Coordinate with technical, operational, pricing, recruiting, and proposal stakeholders to ensure pursuit strategies are credible, executable, and aligned with customer requirements.
- Support development of RFIs, white papers, oral presentation materials, proposal inputs, and other customer-facing artifacts.
- Work with proposal operations to ensure proposal content reflects customer understanding, compliance discipline, and an executable solution approach.
- Identify and develop teaming relationships that improve customer access, capability alignment, past performance coverage, or execution strength.
- Provide clear updates to Growth leadership on pipeline status, customer engagement, pursuit progress, risks, and recommended next actions.
- Recommend advancing, pausing, reshaping, or stopping pursuits based on evidence, customer access, competitive position, and execution feasibility.
- U.S. citizenship and ability to obtain and maintain a U.S. government security clearance.
- Seven or more years of federal business development, capture, client engagement, or related growth experience.
- Demonstrated experience supporting or leading federal pursuits through multiple stages of the opportunity lifecycle, including customer engagement, qualification, capture, proposal development, and award.
- Experience supporting or winning prime federal opportunities of approximately $50M total contract value or comparable complexity.
- Strong understanding of federal acquisition, competitive positioning, pre-RFP engagement, teaming, pricing inputs, proposal development, and bid/no-bid decision support.
- Demonstrated ability to engage customers directly and convert customer insight into pursuit strategy.
- Experience developing capture plans, win themes, value propositions, competitive assessments, teaming strategies, and executive briefings.
- Experience working with proposal teams on storyboards, color team reviews, compliance requirements, and non-price proposal narratives.
- Ability to coordinate across technical, operational, recruiting, pricing, and proposal stakeholders while maintaining clear pursuit ownership.
- Strong written and verbal communication skills, including the ability to brief executives with clarity, judgment, and precision.
- Willingness and ability to travel for customer meetings, industry events, partner discussions, and internal meetings as required.
- Experience winning or materially contributing to federal prime contract awards in the $50M range.
- Experience in Department of Defense, national security, or mission-focused federal technology environments.
- Experience with technology services, modernization, cyber, data, artificial intelligence, mission support, IT services, or related federal solution areas.
- Experience operating in a small or mid-sized federal contractor where growth roles require personal initiative, disciplined judgment, and hands-on pursuit ownership.
- Experience developing customer or market lanes where opportunity quality, customer access, and capture discipline matter more than pursuit volume.
- Experience working with delivery teams to validate staffing, transition, technical approach, and execution considerations during pursuit development.
- Within the first six to twelve months, the Client Executive should establish a credible customer or market lane with active engagement, qualified opportunities, documented pursuit priorities, and clear next actions.
- The Client Executive should demonstrate consistent customer interaction that produces useful insight, not just activity.
- Priority pursuits should show stronger qualification, clearer competitive positioning, better internal coordination, and more disciplined pursuit decisions.
- Proposal efforts should reflect customer understanding, credible solution logic, and coordinated internal inputs rather than generic capability messaging.
- Growth leadership should have confidence that the Client Executive can advance strong opportunities, challenge weak ones, and make sound recommendations under pressure.
- The right candidate is customer-first, persistent, curious, and disciplined. They are comfortable engaging directly with government customers, asking practical questions, listening for what matters, and turning what they learn into pursuit decisions.
- They understand that capture is not the same as proposal preparation. They know that proposals are stronger when customer engagement, qualification, solution development, pricing awareness, and teaming strategy have been handled early.
- They can explain how they have helped shape a pursuit, why a customer cared, what made the opportunity winnable, what internal tradeoffs had to be managed, and what should have caused the team to stop or change direction.
- They are not measured by how many opportunities they can list. They are measured by the quality of the opportunities they advance and the credibility of the posture they build around them.
- This is a remote role, but it requires active customer engagement and periodic travel. The Client Executive must be able to meet with customers, partners, industry stakeholders, and internal teams when the pursuit requires it.
- Xenith is less focused on prescribing a specific market in advance than on finding a Client Executive with the right mentality, customer orientation, capture discipline, and ability to build a credible federal growth lane.
Compensation
- Compensation will be market-aligned for a mid-level Client Executive with demonstrated federal growth and capture experience. Win-based incentives may be included based on final role design.
Xenith Solutions LLC is a Service-Disabled Veteran-Owned Small Business founded in 2019. We provide comprehensive, timely and relevant Solutions and Business Consulting support to our customers as a key partner. Our leadership brings over a century of combined experience in Defense and Civilian markets. Our employees possess experience in all aspects of solution development from requirements creation, development, test and evaluation, fielding, and sustainment. At the core of our offerings, we provide strategy and technology solutions, giving our customers valuable insights and thought leadership on the best application of information technology to drive business objectives.
Xenith focuses on solving complex business challenges facing our customers. Our “Success Through Achievement” work ethic means our customer receive quality solutions through our commitment. We pride ourselves on tackling some of the most difficult operational requirements our customers have – ensuring an appropriate match between the mission requirements, financials, schedule, and security.
EEO
Xenith Solutions provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws.
EEO IS THE LAW
If you are an individual with a disability and would like to request a reasonable accommodation as part of the employment selection process, please contact Xenith Solutions.
E-Verify
As a Federal Contractor, Xenith Solutions is required to participate in the E-Verify Program to confirm eligibility to work in the United States.
Affirmative Action Plan
As a federal government contractor and based on Executive Orders and applicable laws and regulations, develops and maintains annual written Affirmative Action Plans and endeavors to hire and advance qualified minorities, females, individuals with disabilities, and protected veterans.
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