Business Development Lead Jobs in Virginia
Business Development Lead jobs in Virginia are in strong demand, with hiring concentrated in defense contracting, technology, consulting, and federal government services sectors at levels from junior contributors through senior pipeline owners. The heaviest hiring activity is in Northern Virginia, Richmond, and the Hampton Roads corridor, where established employers like Leidos, Booz Allen Hamilton, and SAIC regularly bring on business development leads to grow government and commercial accounts. The most sought-after specialties include federal capture management, SaaS and cloud services growth, and cybersecurity business development. Find a role that fits below and apply directly.
Find JobsOverview
Showing 5 of 11+ Business Development Lead jobs
Description
Do you want to help drive one of the most ambitious AI transformation efforts in sales and proposal development across ICF's Energy, Environment & Infrastructure (EEI) Group? If you have experience enabling generative AI, modernizing pursuit workflows, and scaling repeatable capabilities and productized agents, with strong governance, this role offers a unique opportunity to make a lasting impact on how EEI wins work across markets and services.
Work You'll Do
As Lead, EEI Business Development AI Solutions and Strategy you will play a hands-on role in advancing AI-enabled modernization across EEI business development activities, workflows, and processes—from pursuits to proposals to programmatic solutions for selling teams. You will help identify, validate, and scale high-value AI use cases that improve pursuit speed, output quality, and adoption. Partner with risk, compliance, technology, and BD stakeholders to ensure appropriate guardrails, usage standards, review points, and measurement of AI impact on governance, and adoption.
Support intake, evaluation, and prioritization of AI-enabled pursuit and sales use cases by assessing business value, feasibility, risk considerations, and readiness to scale.
Design and operate a structured process for training, testing, and evaluating AI agents and prompts — for example, developing evaluation rubrics, running the same prompt across multiple skill or agent versions, comparing outputs against defined quality criteria, and scaling the highest-performing configuration.
Monitor emerging AI capabilities for sales and proposal development and support rapid validation efforts to inform scaling decisions.
Help transition validated use cases into repeatable, platform-embedded capabilities by supporting integration into EEI's standard pursuit workflows and seller processes, including MEDDPICC pursuit methodologies and EEI value proposition frameworks.
Coordinate execution across BD, Technology, and Delivery teams to accelerate deployment and adoption of these tools, and to maintain alignment across initiatives.
Support enablement, adoption, and continuous improvement through training, communications, success measures, usage monitoring, CRM hygiene, and knowledge reuse practices.
Coordinate with learning and development teams to develop and deliver training to selling teams across EEI on new workflows, processes, and tools.
Skills for Success
Hands-on experience with different frontier models, including ability to build skills and detailed project instructions
Knowledge of Business Development processes and methodologies, such as MEDDICC, BANT, or Insight Selling
Ability to manage and prioritize multiple tasks in a fast-paced, dynamic environment
Qualifications
Required:
6+ years of experience in operations, sales enablement, consulting, or program delivery
Bachelor's degree
2+ years of experience using enterprise collaboration and productivity tools, including Microsoft Teams, SharePoint, Excel, PowerPoint, and Word, and supporting virtual enablement sessions
2+ years of hands-on experience using artificial intelligence (AI) and/or generative AI tools for research, content development, workflow automation, or knowledge synthesis
Strong meeting facilitation and influence skills to drive change management
Preferred:
Experience designing or running structured evaluation methods for AI agents or prompts (e.g., comparative testing across model, prompt, or skill versions to select the best-performing configuration)
CRM experience, technical Dynamics capability and data knowledge
Experience integrating AI-enabled workflows into platforms used by sales teams, and supporting training, enablement, and reinforcement
Experience supporting or contributing to pursuits across Federal, State & Local, or Commercial/Utility clients, including proposal development environments and seller or pursuit workflows
Experience with process mapping, process re-engineering, workflow design, or translating business needs into user stories, process flows, or requirements
Experience coordinating business, risk/compliance, and technology stakeholders in a matrixed environment to support adoption of new capabilities
Experience with governance for AI-enabled processes, including guardrails, intake, usage standards, risk controls, and measurement
Experience supporting proposal development use cases, including storyboarding, content development or review, and knowledge reuse using generative AI
Bot and Third-Party Applications
Please note that this application must be submitted directly by the applicant for consideration. Failure to do so may result in the application being excluded for consideration. Applicants needing an accommodation for disability or religious purposes in connection with the application process should contact Candidateaccommodation@icf.com for assistance.
Working at ICF
ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.
We will consider for employment qualified applicants with arrest and conviction records.
Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email Candidateaccommodation@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.
Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.
Candidate AI Usage Policy
At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process.
However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at candidateaccommodation@icf.com. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.
Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.
The pay range for this position based on full-time employment is:
$131,256.00 - $223,134.00 Nationwide Remote Office (US99)Description
Do you want to help drive one of the most ambitious AI transformation efforts in sales and proposal development across ICF's Energy, Environment & Infrastructure (EEI) Group? If you have experience enabling generative AI, modernizing pursuit workflows, and scaling repeatable capabilities and productized agents, with strong governance, this role offers a unique opportunity to make a lasting impact on how EEI wins work across markets and services.
Work You'll Do
As Lead, EEI Business Development AI Solutions and Strategy you will play a hands-on role in advancing AI-enabled modernization across EEI business development activities, workflows, and processes—from pursuits to proposals to programmatic solutions for selling teams. You will help identify, validate, and scale high-value AI use cases that improve pursuit speed, output quality, and adoption. Partner with risk, compliance, technology, and BD stakeholders to ensure appropriate guardrails, usage standards, review points, and measurement of AI impact on governance, and adoption.
Support intake, evaluation, and prioritization of AI-enabled pursuit and sales use cases by assessing business value, feasibility, risk considerations, and readiness to scale.
Design and operate a structured process for training, testing, and evaluating AI agents and prompts — for example, developing evaluation rubrics, running the same prompt across multiple skill or agent versions, comparing outputs against defined quality criteria, and scaling the highest-performing configuration.
Monitor emerging AI capabilities for sales and proposal development and support rapid validation efforts to inform scaling decisions.
Help transition validated use cases into repeatable, platform-embedded capabilities by supporting integration into EEI's standard pursuit workflows and seller processes, including MEDDPICC pursuit methodologies and EEI value proposition frameworks.
Coordinate execution across BD, Technology, and Delivery teams to accelerate deployment and adoption of these tools, and to maintain alignment across initiatives.
Support enablement, adoption, and continuous improvement through training, communications, success measures, usage monitoring, CRM hygiene, and knowledge reuse practices.
Coordinate with learning and development teams to develop and deliver training to selling teams across EEI on new workflows, processes, and tools.
Skills for Success
Hands-on experience with different frontier models, including ability to build skills and detailed project instructions
Knowledge of Business Development processes and methodologies, such as MEDDICC, BANT, or Insight Selling
Ability to manage and prioritize multiple tasks in a fast-paced, dynamic environment
Qualifications
Required:
6+ years of experience in operations, sales enablement, consulting, or program delivery
Bachelor's degree
2+ years of experience using enterprise collaboration and productivity tools, including Microsoft Teams, SharePoint, Excel, PowerPoint, and Word, and supporting virtual enablement sessions
2+ years of hands-on experience using artificial intelligence (AI) and/or generative AI tools for research, content development, workflow automation, or knowledge synthesis
Strong meeting facilitation and influence skills to drive change management
Preferred:
Experience designing or running structured evaluation methods for AI agents or prompts (e.g., comparative testing across model, prompt, or skill versions to select the best-performing configuration)
CRM experience, technical Dynamics capability and data knowledge
Experience integrating AI-enabled workflows into platforms used by sales teams, and supporting training, enablement, and reinforcement
Experience supporting or contributing to pursuits across Federal, State & Local, or Commercial/Utility clients, including proposal development environments and seller or pursuit workflows
Experience with process mapping, process re-engineering, workflow design, or translating business needs into user stories, process flows, or requirements
Experience coordinating business, risk/compliance, and technology stakeholders in a matrixed environment to support adoption of new capabilities
Experience with governance for AI-enabled processes, including guardrails, intake, usage standards, risk controls, and measurement
Experience supporting proposal development use cases, including storyboarding, content development or review, and knowledge reuse using generative AI
Bot and Third-Party Applications
Please note that this application must be submitted directly by the applicant for consideration. Failure to do so may result in the application being excluded for consideration. Applicants needing an accommodation for disability or religious purposes in connection with the application process should contact Candidateaccommodation@icf.com for assistance.
Working at ICF
ICF is a global advisory and technology services provider, but we’re not your typical consultants. We combine unmatched expertise with cutting-edge technology to help clients solve their most complex challenges, navigate change, and shape the future.We can only solve the world's toughest challenges by building a workplace that allows everyone to thrive. We are an equal opportunity employer. Together, our employees are empowered to share their expertise and collaborate with others to achieve personal and professional goals. For more information, please read our EEO policy.
We will consider for employment qualified applicants with arrest and conviction records.
Reasonable Accommodations are available, including, but not limited to, for disabled veterans, individuals with disabilities, and individuals with sincerely held religious beliefs, in all phases of the application and employment process. To request an accommodation, please email Candidateaccommodation@icf.com and we will be happy to assist. All information you provide will be kept confidential and will be used only to the extent required to provide needed reasonable accommodations.
Read more about workplace discrimination rights or our benefit offerings which are included in the Transparency in (Benefits) Coverage Act.
Candidate AI Usage Policy
At ICF, we are committed to ensuring a fair interview process for all candidates based on their own skills and knowledge. As part of this commitment, the use of artificial intelligence (AI) tools to generate or assist with responses during interviews (whether in-person or virtual) is not permitted. This policy is in place to maintain the integrity and authenticity of the interview process.
However, we understand that some candidates may require accommodation that involves the use of AI. If such an accommodation is needed, candidates are instructed to contact us in advance at candidateaccommodation@icf.com. We are dedicated to providing the necessary support to ensure that all candidates have an equal opportunity to succeed.
Pay Range - There are multiple factors that are considered in determining final pay for a position, including, but not limited to, relevant work experience, skills, certifications and competencies that align to the specified role, geographic location, education and certifications as well as contract provisions regarding labor categories that are specific to the position.
The pay range for this position based on full-time employment is:
$131,256.00 - $223,134.00 Nationwide Remote Office (US99)See All 11 Business Development Lead Jobs in Virginia
Find roles in Virginia that match your experience and apply in just a few clicks.
Find JobsBusiness Development Lead Jobs by City in Virginia
Where Virginia roles are concentrated, by current openings.
Business Development Lead Job Market in Virginia
A snapshot from current Virginia openings, updated as new roles post.
Who's Hiring
Top Industries Hiring
- Consulting & Professional Services
What Virginia Employers Look For
The qualifications that appear most often in business development lead jobs across Virginia.
- Bachelor's degree in business, marketing, or a related field required
- Proven experience generating leads and closing B2B or government contracts
- Familiarity with federal procurement cycles and government contracting in Virginia
- Proficiency with CRM platforms such as Salesforce or HubSpot
- Strong written and verbal communication skills for client-facing presentations
- Ability to obtain or maintain a security clearance for defense-sector roles
Business Development Lead Jobs in Virginia: Frequently Asked Questions
How do you become a business development lead in Virginia?
The most direct path is a bachelor's degree in business administration, marketing, or a related field, followed by experience in sales, account management, or proposals. Virginia does not require a state-issued license for this role, but many employers in Northern Virginia and Hampton Roads strongly prefer candidates with an active or clearable federal security clearance. Building expertise in a core Virginia industry, such as defense contracting, IT services, or consulting, accelerates the path to a lead-level position.
How much do business development leads make in Virginia?
Business development leads in Virginia earn a median of about $98,170 a year, based on May 2025 Bureau of Labor Statistics wage data, ranging from around $50,860 for the lowest 10% to over $179,710 for the top 10%. Pay rises with experience, specialty, and employer.
Which companies hire business development leads in Virginia?
Employers hiring business development leads in Virginia right now include American Heart Association, TRUSTPOINT, and ICF, based on current listings on Migrate Mate as of September 2026. Northern Virginia's dense concentration of defense contractors, federal IT firms, and management consultancies makes it one of the most active clusters for this role in the country.
Which Virginia cities have the most business development lead jobs?
Arlington, Dulles, and Reston have the most business development lead openings in Virginia. Northern Virginia dominates because of its proximity to federal agencies, the Pentagon, and a deep ecosystem of defense and technology contractors, while Richmond draws openings from financial services, healthcare, and regional consulting firms, and Hampton Roads is anchored by military commands and the contractors that support them.
Are there remote business development lead jobs in Virginia?
Yes, and more than most fields, since business development work centers on communication, proposal writing, and relationship management that can often happen off-site. About 0% of business development lead openings tied to Virginia are remote or hybrid as of September 2026, reflecting flexibility that has held since the shift to distributed work. Strategy, pipeline management, and market research tasks are the parts of the role most commonly performed remotely.
How can I get hired as a business development lead in Virginia with little or no experience?
The most realistic entry point is a sales development representative or proposal coordinator role at one of Northern Virginia's mid-size government contractors or IT services firms, where internal promotion to a lead position is common. Employers like SAIC and Leidos run rotational and early-career programs that expose new hires to the full capture lifecycle. Earning a Certified Federal Contracts Manager credential or completing a proposal writing course gives candidates a concrete edge, and moving laterally from account management or marketing roles at Virginia consulting firms is another well-worn path.
Where can I find and apply to business development lead jobs in Virginia?
You can find and apply to business development lead jobs in Virginia on Migrate Mate, which lists current Virginia openings. Search the listings, find roles that match your background and target industry, and apply directly to the employers posting them.
See All 11 Business Development Lead Jobs in Virginia
Find roles in Virginia that match your experience and apply in just a few clicks.
Find Jobs