Director of Business Development - Government

Meet Our Team:Join Pega’s Government Industry Market team as we drive digital transformation across the public sector. Our team combines deep government domain expertise with innovative technology leadership to help agencies modernize operations and better serve citizens. As a Director, Capture Strategist, you’ll play a pivotal role in shaping Pega’s public sector growth by identifying, qualifying, and winning high-impact opportunities across Federal, Defense, Intelligence, and State/Local markets.Picture Yourself at Pega:Imagine leading the pursuit of complex, high-value government contracts, engaging directly with government decision-makers to understand mission priorities and translate them into winning strategies. In this role, you’ll influence outcomes from early opportunity identification through contract award, positioning Pega’s workflow automation platform as the solution that helps agencies deliver results faster, with greater transparency and efficiency. You’ll also contribute to Pega’s broader public sector strategy by bringing forward market insights that inform go-to-market direction and product alignment.What You'll Do at Pega:Lead capture efforts, customer engagement, and cross-functional proposal execution to win strategically important government business. Three key areas are: Strategic Opportunity Development, Market Intelligence & Go-To-Market Support and Stakeholder Engagement.Identify and prioritize high-value opportunities across Federal, Defense, Intelligence, and State/Local marketsDevelop end-to-end capture strategies and competitive positioningConduct market and competitive analysis to align Pega solutions and product roadmap with government needsBuild trusted relationships with government decision-makers and acquisition stakeholdersRepresent Pega at industry days, conferences, and customer meetingsPartner with Government Relations on policy and regulatory alignmentProposal Leadership & Cross-Functional CoordinationLead cross-functional teams through complex, compliant proposal efforts (FAR/DFARS)Develop differentiated value propositions for Pega’s workflow automation capabilitiesManage proposal timelines, resources, and qualityAnalyze procurement trends, budgets, and technology prioritiesDevelop capture content (capability statements, past performance, technical approaches)Support sales with government-specific messaging, positioning, and pricing insightsWho You Are:A strategic, analytically-minded capture leader with strong business judgment and a disciplined approach to opportunity qualificationExperienced building credibility and relationships with stakeholders across government—comfortable engaging from working teams to senior executivesA collaborative leader who can align diverse internal partners (sales, product, technical, legal/contracts, pricing) around a winning planA persuasive communicator with the ability to translate mission needs into clear value propositions and proposal narrativesHighly organized, outcomes-driven, and able to lead multiple pursuits while managing priorities and timelines in dynamic environmentsWhat You've Accomplished:12+ years of experience in federal government contracting, including 8+ years in capture management or business developmentDemonstrated track record winning complex government contracts valued at $10M+Deep understanding of federal procurement processes, contract vehicles (e.g., GSA, CIO-SP3, OASIS), and compliance requirementsExperience with workflow automation, digital transformation, or enterprise software solutions in government environmentsStrong strategic thinking, analytical, and project management skillsExceptional written and verbal communication skills, including proposal writing expertiseAbility to obtain and maintain a government security clearance, as requiredPrior experience as a government program manager or contracting officerCFCM (Certified Federal Contracts Manager) or similar certificationExperience with the Pega Platform or comparable workflow automation technologiesEstablished network within target government agenciesExperience with cloud computing, AI/ML, or emerging technology procurement in governmentTravel Requirements: Up to 25% travel (infrequent-to-moderate), based on customer needs and key industry eventsBachelor’s degree required (Master’s degree in Business, Public Administration, or related field preferred)Pega Offers You:Gartner Analyst acclaimed technology leadership across our categories of productsContinuous learning and development opportunitiesAn innovative, inclusive, agile, flexible, and fun work environmentCompetitive global benefits program inclusive ofpay + bonus incentive, employee equity in the company