Director, Business Development-State, Local, Tribal, Territories

DESCRIPTION

***Candidate MUST have strong Emergency Management experience***

The Director of Business Development for State, Local, Tribal, Territorial (SLTT) is a strategic, revenue-driving leader responsible for steering sales, business development strategy, pipeline governance, and post-sale customer success in State, Local, Tribal, and Territorial markets. This role leads cross functional programs with Marketing, Proposals, Capture, and Operations to grow market share, improve profitability, and deliver measurable value to customers and the company. The ideal candidate is an accomplished midlevel executive with deep SLTT market insight, proven results in complex sales cycles, and a collaborative leadership style that scales teams and processes. 
Job Duties and Responsibilities include: 

• Build and lead a capable sales and business development team to meet or exceed SLTT revenue targets; translate strategy into actionable plans, budgets, and quarterly milestones.
• Own pipeline governance: maintain accurate CRM data (leads, opportunities, forecast), and support disciplined stage-gate reviews to improve win rates.
• Support Operations and Sales in Go/No-Go decisions for Capture and RFX activities; support capture/proposals to align with win themes and customer value.
• Develop and implement comprehensive revenue strategies that align with the company's overall business objectives.
• Collaborate with the marketing and operations teams to create and execute marketing campaigns that drive lead generation and customer acquisition.
• Collaborate with the Capture and Proposals team to ensure coordination occurs across the full lifecycle of an opportunity. This includes win theme development and pricing strategies across a variety of programs, including emergency management, CDBG-DR, and other similar programs.
• Ensure customer satisfaction and retention in concert with the operations team and expand services with current client base.
• Work closely with the operations, market leads and practice leads to ensure that products and services meet market demands and drive revenue growth.
• Monitor and manage the company's revenue streams, budgets, and financial performance. Provide regular reports to leadership, including monthly leadership/board reporting.
• Conduct ongoing market research to identify new revenue opportunities, competitive threats, and industry trends; translate insights into practical growth initiatives.
• Recruit, coach, and retain talent; foster a culture of accountability, collaboration, and continuous improvement.
• Develop relationships with partner firms and subcontractors (MBE, DBE, SDVOB, etc.) to expand capabilities and reach.
• Travel 50-75% (short-term) as needed for client work, conferences, and key events.
• Complete all required compliance training on an annual basis
• Ensure health and safety guidelines are established and followed
• Complete required training including safety training
• Perform other duties as assigned

Skills and Competencies: 

• Strategic thinker with executive presence; strong communication, storytelling, and negotiation skills.
• Proven track record of business development success, resulting in measurable year-over-year revenue growth.
• Strong knowledge of Emergency Management, CDBG-DR, and other government grant programs is required, including price-to-win strategies.
• Proficient with CRM platforms in pipeline management; ability to translate data into action.
• Financial acumen for budgeting, forecasting, and performance metrics.
• Dependable, self-directed, flexible, and goal-oriented.
• Market research, competitive analysis, and opportunity assessment capabilities.
• Travel: Availability to travel 50-75% with short notice as needed.

Preferred Skills:

• Cal OES experience or other state emergency leadership roles experience.

Education and Experience: 

• Bachelor's degree in Emergency Management, Political Science, Public Administration, or Business Management preferred, or an equivalent combination of education and work experience.
• 15+ years of total experience (8 + years at a Senior Level;) in sales leadership or business development with a track record in SLTT markets and complex deals; experience in disaster recovery, emergency management, technology, or infrastructure is preferred.
• Candidate MUST have strong Emergency Management experience.

COMPENSATION

The approximate base compensation range for this position is $300,000-$350,000 and is also bonus eligible. This compensation range is a good faith estimate for the position at the time of posting. Actual compensation is dependent upon factors such as education, qualifications, experience, skillset, and physical work location.  

BENEFITS​

We offer a comprehensive benefits package including:   ​

• Medical, dental, vision insurance   ​
• 401 (k) Retirement Plan   ​
• Health Savings Account (HSA)   ​
• Flexible Spending Account (FSA)   ​
• Life, AD&D, short-term, and long-term disability   ​
• Professional and personal development   ​
• Generous paid time off​
• Commuter and wellness benefits 

THIS POSTING IS FOR A CURRENT VACANCY AND MICHAEL BAKER INTENDS TO FILL THIS POSITION BY 12/15/2026.

#LI-TS2  #LI-REMOTE

About UsMichael Baker International, a leading provider of engineering and consulting services, including design, planning, architectural, environmental, construction and program management, has been solving some of the world’s most complex infrastructure challenges for more than 85 years with a legacy of expertise, experience, innovation and integrity.

Based in Pittsburgh and with over 100 offices nationwide, we partner with clients on everything from roads, bridges, tunnels, mass transit, and airports, to water treatment plants, arctic oil pipelines, environmental restoration and specialized overseas construction. We serve as a trusted adviser to the communities we serve, making them safer, more accessible, more sustainable and more prosperous.

We provide visionary leadership in facilitating transformational change for our clients. Our work delivers differentiating innovations and dedicated experts who challenge the status quo and share a world of diverse experience and an impassioned entrepreneurial spirit. We deliver quality of life.

We Make a Difference.