Business Development Manager - Public Sector
$91k - $140k/yr+ On-target earnings of $130,000-$200,000
Mid, Senior
Virginia, USA+1 moreMore locations: Maryland, USA
HybridHybrid remote; location-specific in-office expectations are not stated.
Sales & Account ManagementBusiness Development & Partnerships
No H1B Sponsorship
About the job
Requirements
- 5-8 years of experience in business development, capture support, or federal sales, ideally at a SaaS, cloud, or enterprise software company selling into Federal and/or SLED markets.
- Working knowledge of the federal procurement process, including FAR/DFARS, contract vehicles, RFx response, and exposure to capture methodology such as Shipley or equivalent.
- Understanding of the SLED procurement landscape, including state contract vehicles, cooperative purchasing agreements, and school or municipality buying cycles.
- Experience tracking or supporting analysis of Congressional appropriations and agency budget cycles.
- Strong written and verbal communication skills, including experience contributing to proposals and briefings.
- Ability to work independently in a fast-paced, high-growth environment while functioning as a cross-functional partner.
Responsibilities
- Support capture efforts across Federal Civilian, DoD, and SLED markets by contributing to competitive positioning and win strategy.
- Build and maintain a qualified opportunity pipeline by monitoring procurement vehicles such as GSA MAS and SeaPort-NxG.
- Engage prospective customers and end users to shape requirements and influence technical evaluations.
- Partner with the field sales team throughout the deal cycle, from qualification through proposal, award, and close.
- Inform contract strategy for federal and SLED pursuits, including vehicle selection, pricing approach, and compliance requirements.
- Track emerging acquisition models such as OTA, SBIR, cooperative purchasing, NASPO, and SIPA and identify opportunities to leverage them.
- Monitor agency IT budget submissions, Congressional appropriations, NDAA provisions, and modernization or cybersecurity mandates to identify near-term opportunities.
- Share budget and legislative intelligence with the public sector team to inform sales and business-development plans.
- Support RFI, RFQ, RFP, and IDIQ task-order responses with sales, product, legal, and finance teams, maintaining proposal content and past-performance narratives.
- Cultivate relationships with technology partners, resellers, and integrators to expand channel and teaming opportunities.
- Serve as a resource on public-sector buying behavior, procurement rules, and compliance requirements.
- Advise product and engineering teams on the public-sector roadmap, including FedRAMP authorization progress.
- Represent the company at government IT conferences and support public-sector marketing content and demand-generation campaigns.
Desired Qualifications
- Experience supporting government deals; exposure to large, complex deals of $1M or more.
- Relationships within the federal IT ecosystem, including systems integrators, value-added resellers, and agency IT contacts.
- Familiarity with IT management, endpoint security, or adjacent technology categories.
- Active security clearance or ability to obtain one.
About the company
NinjaOne provides a cloud-based IT management platform for IT teams and MSPs, combining RMM, endpoint management, and MDM in a single SaaS solution. Users monitor devices, automate tasks, push patches, remotely access endpoints, and back up data from a centralized dashboard. The platform’s unified approach differentiates it by covering multiple IT management needs in one system, simplifying administration for teams serving many clients. The goal is to streamline IT operations, improve service delivery, and strengthen security across diverse environments.
Company Size
1,001-5,000
Company Stage
Private
Total Funding
$761.5M
Headquarters
Austin, Texas
Founded
2013
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Simplify's Take
What believers are saying
- January 2026 ARR topped $500 million; CNBC reported 60%-70% expected 2026 growth.
- June 2026 raised more than $400 million; Wellington and Sequoia backed expansion.
- Japan launch with Macnica and nearly 40,000 customers broaden international distribution and demand.
What critics are saying
- The $12.3 billion valuation demands sustained 60%-plus growth through 2027.
- Microsoft Intune, ServiceNow, Kaseya, and ConnectWise pressure pricing, especially in MSP accounts.
- If browser, public sector, or backup expansion stalls, NinjaOne becomes a premium RMM niche.
What makes NinjaOne unique
- NinjaOne’s unified console combines RMM, patching, backup, and remote access.
- June 2026 ServiceNow integration pushes NinjaOne data directly into CMDB and incidents.
- Founder-controlled, debt-free ownership after the $12.3 billion June 2026 financing supports long-term execution.
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Benefits
- Health Insurance
- Dental Insurance
- Vision Insurance
- Life Insurance
- 401(k) Retirement Plan
- Unlimited Paid Time Off
- Flexible Work Hours
- Hybrid Work Options
- Professional Development Budget