Client Executive

Xenith Solutions is a small family-focused business where we focus on taking care of our employees and customers equally. We are focused on serving Federal / Civilian, Defense and Intelligence organizations with superior service. If you want to be a part of a rapidly growing business with an exceptional culture, then you want to be a part of the Xenith Solutions family.Xenith offers unmatched Benefits:100% of Medical, Dental, and Vision benefits paid by employerFSA or HSA availableUnlimited Paid Time Off (PTO)401(k) matching (100% up to the first 4%) with NO vesting periodTuition / Certification / Training reimbursementAccident / Disability / Universal Life InsuranceAnd much more…OverviewThe 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.ResponsibilitiesOwn a defined federal customer or market lane and develop a credible pipeline of qualified opportunitiesBuild and sustain direct customer engagement with program, mission, technical, and acquisition stakeholdersIdentify customer priorities, mission needs, acquisition timelines, competitive factors, and potential areas of opportunityLead opportunity qualification and pursuit development from early signal through proposal submission and awardDevelop capture strategies, customer engagement plans, competitive assessments, value propositions, win themes, teaming approaches, and pursuit briefingsCoordinate with technical, operational, pricing, recruiting, and proposal stakeholders to ensure pursuit strategies are credible, executable, and aligned with customer requirementsSupport development of RFIs, white papers, oral presentation materials, proposal inputs, and other customer-facing artifactsWork with proposal operations to ensure proposal content reflects customer understanding, compliance discipline, and an executable solution approachIdentify and develop teaming relationships that improve customer access, capability alignment, past performance coverage, or execution strengthProvide clear updates to Growth leadership on pipeline status, customer engagement, pursuit progress, risks, and recommended next actionsRecommend advancing, pausing, reshaping, or stopping pursuits based on evidence, customer access, competitive position, and execution feasibilityRequired QualificationsU.S. citizenship and ability to obtain and maintain a U.S. government security clearanceSeven or more years of federal business development, capture, client engagement, or related growth experienceDemonstrated experience supporting or leading federal pursuits through multiple stages of the opportunity lifecycle, including customer engagement, qualification, capture, proposal development, and awardExperience supporting or winning prime federal opportunities of approximately $50M total contract value or comparable complexityStrong understanding of federal acquisition, competitive positioning, pre-RFP engagement, teaming, pricing inputs, proposal development, and bid/no-bid decision supportDemonstrated ability to engage customers directly and convert customer insight into pursuit strategyExperience developing capture plans, win themes, value propositions, competitive assessments, teaming strategies, and executive briefingsExperience working with proposal teams on storyboards, color team reviews, compliance requirements, and non-price proposal narrativesAbility to coordinate across technical, operational, recruiting, pricing, and proposal stakeholders while maintaining clear pursuit ownershipStrong written and verbal communication skills, including the ability to brief executives with clarity, judgment, and precisionWillingness and ability to travel for customer meetings, industry events, partner discussions, and internal meetings as requiredPreferred QualificationsExperience winning or materially contributing to federal prime contract awards in the $50M rangeExperience in Department of Defense, national security, or mission-focused federal technology environmentsExperience with technology services, modernization, cyber, data, artificial intelligence, mission support, IT services, or related federal solution areasExperience operating in a small or mid-sized federal contractor where growth roles require personal initiative, disciplined judgment, and hands-on pursuit ownershipExperience developing customer or market lanes where opportunity quality, customer access, and capture discipline matter more than pursuit volumeExperience working with delivery teams to validate staffing, transition, technical approach, and execution considerations during pursuit developmentWhat Success Looks LikeWithin 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 actionsThe Client Executive should demonstrate consistent customer interaction that produces useful insight, not just activityPriority pursuits should show stronger qualification, clearer competitive positioning, better internal coordination, and more disciplined pursuit decisionsProposal efforts should reflect customer understanding, credible solution logic, and coordinated internal inputs rather than generic capability messagingGrowth leadership should have confidence that the Client Executive can advance strong opportunities, challenge weak ones, and make sound recommendations under pressureCandidate ProfileThe 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 decisionsThey 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 earlyThey 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 directionThey 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 themWorking EnvironmentThis 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 itXenith 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 laneCompensationCompensation 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