Business Development Lead

PRIMARY FUNCTION
The Business Development Lead is responsible for driving growth for Yulista's Cybersecurity & Technology Group (CTG) through leadership in capture management, pipeline development, partner engagement, and customer relationship management. This position plays a critical role in building and executing strategies that will enable the business to grow toward $200M in annual revenue over the next 5-10 years.

The Business Development Lead will work primarily in the Washington, DC region and focus exclusively on opportunities across the U.S. federal government, with no restrictions on agencies. A strong understanding of Alaska Native Corporations (ANCs) and their Small Disadvantaged Business (SDB) and 8(a) program advantages is essential to successfully shape strategies, build customer confidence, and deliver growth in compliance with regulatory frameworks.

ESSENTIAL FUNCTIONS

Strategic Alignment

• Support Yulista's corporate vision, strategy, and priorities by aligning Cyber/IT growth strategies with enterprise goals.
• Engage enterprise-wide stakeholders to ensure awareness, alignment, and integration of business development activities.
• Leverage ANC and ANC 8(a) competitive advantages, including unique sole-source authorities, mentor-protege opportunities, and subcontracting partnerships when building growth strategies.

Growth & Capture Leadership

• Identify, qualify, and pursue business opportunities across the federal market in IT, cybersecurity, DevSecOps, cloud, digital transformation, and related services.
• Build and manage the business development pipeline to ensure consistent opportunity flow and progress toward revenue/PTNI targets.
• Lead opportunity capture efforts, including teaming strategy, win themes, pricing considerations, and bid/no-bid recommendations.
• Oversee and contribute to proposals, RFI responses, and customer-facing capabilities briefings.

Customer & Partner Engagement

• Cultivate and maintain strong relationships with federal agencies, prime contractors, and industry partners with an emphasis on educating stakeholders on the ANC/ANC 8(a) model and its ability to accelerate mission success.
• Represent the organization at key industry events, conferences, and networking opportunities.
• Serve as the face of Yulista's Cyber/IT growth strategy in the Washington, DC region.

Operational & Strategic Enablement

• Develop business cases and investment strategies (e.g., IRAD candidate projects, strategic hires) to strengthen competitive positioning.
• Conduct gap analysis and risk assessments to inform growth decisions and mitigate capture risks.
• Promote the ANC mission and values, ensuring growth strategies are consistent with obligations to Alaska Native shareholders.
• Collaborate with program management, delivery teams, and other Yulista entities to ensure alignment of business development with operational capacity.

SUPERVISORY RESPONSIBILITIES

• Lead and mentor a small team of business development, capture, and proposal professionals focused on Cyber and IT capabilities.
• Provide guidance on growth strategy execution, capture planning, and pipeline management.
• Demonstrated ability to influence and collaborate with cross-functional teams and senior leadership.

KNOWLEDGE, SKILLS & ABILITIES

• Proven expertise in business development, capture management, and proposal leadership in the federal Cyber and IT markets.
• Deep knowledge of business development under ANC/ANC 8(a) frameworks, including:
  • Sole-source authorities and how to use them to accelerate contract awards.
  • 8(a) competitive advantages and the lifecycle of competitive vs. direct awards.
  • Mentor-Protege and Joint Venture opportunities to pursue larger contracts.
  • Shareholder obligations and the importance of aligning business growth with shareholder benefits.
• Ability to design and execute pursuit campaigns, including opportunity shaping, competitive positioning, and teaming strategies
• Strong knowledge of the federal acquisition process, contract vehicles, and procurement trends.
• Demonstrated success in building customer relationships and closing new business.
• Excellent written and oral communication skills, with the ability to brief senior executives and external stakeholders.
• Strategic thinker with the ability to operate effectively in ambiguous environments and translate vision into actionable outcomes.

QUALIFICATIONS

• Bachelor's degree in Business, STEM, or related discipline required; advanced degree preferred.
• Minimum of 15 years of progressive experience in federal IT, cybersecurity, or related technical and business development fields.
• Demonstrated track record of driving revenue growth in the federal market, including a record of wins totaling $100M+ (awarded work, not IDIQ ceiling value).
• Active participation in professional associations and industry networks, with an established network of potential clients and partners.
• Military or federal government experience beneficial.
• Top Secret clearance eligible; Active Top Secret clearance a plus.

PREFERENCE STATEMENT
Preference will be given to Calista shareholders and their descendants and to spouses of Calista shareholders, and to shareholders of other corporations created pursuant to the Alaska Native Claims Settlement Act, in accordance with Title 43 U.S. Code 1626(g).

EEO STATEMENT
Additionally, it is our policy to select, place, train and promote the most qualified individuals based upon relevant factors such as work quality, attitude and experience, so as to provide equal employment opportunity for all employees in compliance with applicable local, state and federal laws and without regard to non-work related factors such as race, color, religion/creed, sex, national origin, age, disability, marital status, veteran status, pregnancy, sexual orientation, gender identity, citizenship, genetic information, or other protected status. When applicable, our policy of non-discrimination applies to all terms and conditions of employment, including but not limited to, recruiting, hiring, training, transfer, promotion, placement, layoff, compensation, termination, reduction in force and benefits.

REASONABLE ACCOMMODATION
It is Calista and Subsidiaries' business philosophy and practice to provide reasonable accommodations, according to applicable state and federal laws, to all qualified individuals with physical or mental disabilities.

The statements contained in this job description are intended to describe the general content and requirements for performance of this job. It is not intended to be an exhaustive list of all job duties, responsibilities, and requirements.

This job description is not an employment agreement or contract. Management has the exclusive right to alter the scope of work within the framework of this job description at any time without prior notice.