Business Development Manager – Government (Federal, State & Local / SLED)

About the company

The company is a technology solutions company delivering software, consulting, and IT staffing services to clients, including U.S. government prime contractors and public-sector organizations.

Position Summary

The company is seeking an experienced Business Development Manager – Government/SLED/Federal to develop public-sector business, build relationships with prime contractors and government stakeholders, and identify staffing and services opportunities early in the procurement lifecycle.

The role requires working knowledge of how Federal, State, and Local agencies buy — procurement regulations, budget/legislative cycles, contract vehicles, and socio-economic contracting programs — alongside strong core business development and capture skills.

Key Responsibilities

Business Development & Pipeline

• Identify and develop new business across Federal, State, and Local Government (SLED) markets, positioning the company as a qualified staffing/subcontracting partner to primes and agencies.

• Build relationships with prime contractors and conduct customer/partner outreach to uncover staffing and workforce needs.

• Manage opportunities from identification through award, maintaining an accurate pipeline (CRM/GovWin IQ or equivalent) and reporting against pipeline and revenue targets.

Government Policy, Regulatory & Compliance Awareness

• Maintain working knowledge of the FAR/DFARS and relevant state/local procurement codes, and track legislative, budget, and appropriations developments that affect agency spending and procurement timing.

• Monitor agency policy priorities and socio-economic/set-aside programs (8(a), HUBZone, SDVOSB, WOSB/EDWOSB) to inform teaming and set-aside strategy.

Contract Vehicles & Procurement Channels

• Pursue positioning on relevant contract vehicles (GSA MAS, GWACs, IDIQs, BPAs, NASPO ValuePoint) and track solicitations and sources-sought notices via SAM.gov and state SLED portals.

Capture & Proposal Support

• Develop early-stage capture strategies and win themes, navigate RFP/RFI/RFQ processes alongside proposal/capture teams, and collaborate with recruiting/delivery on staffing solutions and pricing.

Relationship & Stakeholder Management

• Build relationships with contracting officers, program managers, and teaming partners; represent the company at industry days and procurement forums; drive new business with a hunter mentality.

Required Qualifications

• 5+ years of Government, Federal, SLED, or Public Sector Business Development/Sales experience with a proven track record of winning contracts.

• Strong understanding of RFP/RFI/RFQ and government procurement processes, including the FAR and relevant state/local procurement regulations.

• Familiarity with SAM.gov, GSA eLibrary/eBuy, GovWin IQ, or equivalent market-intelligence tools.

• Experience building relationships with prime contractors and public-sector stakeholders; experience selling IT Staffing, Professional Services, or Consulting Services preferred.

• Demonstrated ability to identify opportunities before formal solicitation, with strong networking, negotiation, and communication skills.

• Proven hunter mentality and ability to independently build and manage a government business pipeline.

• Bachelor's degree in Business, Public Administration, Political Science, or a related field, or equivalent professional experience.

Preferred Qualifications

• Existing network of Federal and/or State agency contacts and prime-contractor relationships.

• Familiarity with socio-economic/set-aside certifications and their role in teaming strategy.

• Experience responding to and helping shape RFIs and Sources Sought notices.

• Certifications (CFCM, CPCM, Shipley, PMP) or experience with CRM/proposal tools (Salesforce, Deltek, GovWin IQ).