Director of Business Development, Federal

About the role

Censys is seeking a Director of Business Development, Federal to lead our federal systems integrator partner strategy as a core mechanism for scaling our presence across key U.S. government programs. This high-impact, externally facing position owns the end-to-end process of building, activating, and managing strategic relationships with top-tier federal systems integrators to drive pipeline, expand contract access, and accelerate revenue growth. The hire will operate at the intersection of partnerships, sales, and product, collaborating closely with federal leadership to prioritize pursuits, shape joint solutions, and win in competitive federal environments while being required to be located in the DC vicinity to effectively support local customers and partners.

Key facts

What you'll do

You will own and expand strategic SI partnerships by building and managing executive-level relationships across leading federal systems integrators to drive pipeline, program access, and long-term growth. You will drive federal opportunity strategy in partnership with the VP of Federal and sales leadership to identify, prioritize, and pursue high-value federal opportunities. You will enable and activate partners through co-sell efforts, including training, joint value propositions, ROI messaging, and go-to-market execution. You will shape winning solutions by collaborating with product, engineering, and technical SMEs to develop customer-centric solutions aligned to federal mission needs. You will lead partner performance management by forecasting partner-driven pipeline, tracking performance, and providing actionable feedback to improve outcomes. You will align on federal bids and pursuits by monitoring federal solicitations and ensuring optimal SI alignment and positioning for competitive bids. You will surface market intelligence by identifying trends across the federal landscape and providing insights to inform product, marketing, and sales strategy. You will represent Censys externally as a key ambassador at industry events, conferences, and partner engagements. You will deliver results by meeting or exceeding quarterly and annual pipeline and revenue targets.

Requirements

You must possess a proven track record of building and scaling partnerships with federal systems integrators, demonstrating success in this specific domain. You must have experience working within a cybersecurity OEM or technology vendor, a preference clearly stated and required for consideration. You must be capable of forecasting and managing partner-driven pipeline with accuracy and rigor. You must be able to collaborate effectively with product, engineering, and technical subject matter experts to translate mission needs into solution designs. You must demonstrate strong executive presence and communication skills when engaging senior stakeholders at systems integrator firms. You must be highly adept at navigating federal procurement and contracting environments relevant to systems integrators. You must exhibit discipline in tracking and reporting partner performance metrics to inform strategic decisions. You must be willing to travel to support partner meetings, industry events, and customer engagements as required. You must be committed to working collaboratively within a cross-functional team structure to achieve shared objectives.

Nice to have

Experience in supporting federal programs such as GSA schedules or other government vehicles is strongly preferred. Familiarity with the specific needs and technical priorities of defense, intelligence, and civilian agencies is preferred. Background in threat intelligence, internet measurement, or network visibility domains is preferred. Experience leveraging co-marketing and co-selling frameworks with technology partners is preferred. Demonstrated success in managing multiple concurrent partner pursuits and bids is preferred.

Practical notes

This role requires travel to support partner meetings, industry events, and customer engagements as needed. Candidates must be authorized to work in the United States without sponsorship for this position. The position is located in the Washington, D.C. or DMV area to ensure effective support of local customers and partners.

About Censys

Censys is hiring for Director of Business Development, Federal. The listing location is Washington, D.C. or DMV Area.

This Director of Business Development, Federal opening is posted for Washington, D.C. or DMV Area.