Business Development Manager, Federal

Slate; Carson (CA); Hybrid; USD 115,000 - 203,000; Full time

Benefits offered by this job

Medical, dental, vision

401k

Equity program

Discretionary incentive program

Job summary

Slate is seeking a seasoned Business Development Manager, Federal to lead our federal vehicle sales efforts. You will own the federal pipeline end to end, building relationships with civilian agencies, the DoD, and the GSA to win awarded contracts for Slate electric trucks and fleet solutions.

You will navigate federal procurement channels, lead solicitations, and collaborate with Legal, Finance, Pricing, and Operations to ensure compliant proposals and competitive pricing.

Qualifications

• Bachelor’s degree and 8+ years in automotive or EV fleet sales serving government and public-sector customers.
• Direct experience with federal procurement processes, including GSA schedules and contract vehicles.
• Established relationships with federal fleet, procurement, or contracting stakeholders.
• Proven success managing multi-stakeholder sales cycles over long cycles.

Responsibilities

• Own the federal pipeline end to end, from planning to award and delivery handoff.
• Develop a strategic account plan for civilian agencies, DoD, and military services.
• Navigate federal procurement channels and guide contract vehicle selection.
• Lead solicitations and coordinate with Legal, Finance, Pricing, and Operations on proposals.
• Build senior-level relationships with fleet managers and contracting officers.
• Represent Slate at federal events and translate requirements into compelling value propositions.
• Maintain accurate pipeline in Salesforce and meet long-cycle targets.

Skills

Fleet sales experience

GSA procurement

DoD procurement

Federal contracting

Relationship building

Public-sector selling

Education

Bachelor’s degree in Business Administration or related

Advanced degree preferred

Tools

Salesforce CRM

Microsoft Office

Job description

Business Development Manager, Federal### Business Development Manager, FederalApply: Remote DC: Remote: Carson, California: Troy, Michigan: Full time: Posted Today: JR101679**ABOUT SLATE**At Slate, we’re building safe, reliable vehicles that people can afford, personalize and love—and doing it here in the USA as part of our commitment to reindustrialization. The spirit of DIY and customization runs throughout every element of a Slate, because people should have control over how their trucks look, feel, and represent them.**WHO WE ARE LOOKING FOR**Slate is looking for a seasoned, relationship-driven **Business Development Manager, Federal** to lead our federal vehicle sales efforts. As an individual contributor on the Fleet Sales team, you will own Slate’s pursuit of federal government business, including civilian agencies, the Department of Defense and the military services, and the GSA vehicle acquisition channel. You will bring established relationships and deep procurement know-how to open doors, navigate long and complex buying cycles, and convert them into awarded contracts and delivered vehicles.As one of Slate’s first fleet sales leaders, you will help build the federal business from the ground up. You will act as a trusted advisor to fleet managers, contracting officers, and program leaders, guiding them through the transition to electric vehicles with Slate’s truck, accessories, and related fleet solutions.**WHAT YOU GET TO DO*** Own the federal pipeline end to end, from account planning and opportunity identification through solicitation response, award, and delivery handoff.* Develop and execute a strategic account plan for priority federal customers across civilian agencies, DoD, and the military services, including installation and base-level fleet managers.* Navigate federal acquisition channels, including GSA Schedule and GSA Fleet / Automotive, agency-direct purchasing, and military procurement vehicles, and guide Slate’s path to the right contract vehicles.* Lead pursuit of solicitations, RFIs, RFQs, and RFPs, partnering with Legal, Finance, Pricing, and Operations on proposals, compliance requirements, and pricing.* Build and sustain senior-level relationships with fleet managers, contracting officers, program offices, and prime or channel partners.* Represent Slate at federal-focused events, industry days, conferences, and customer demos.* Translate federal requirements and mandates, such as fleet electrification goals, domestic-content and Buy American considerations, and charging infrastructure needs, into compelling value propositions for Slate vehicles.* Maintain an accurate pipeline and forecast in Salesforce, and meet or exceed unit and revenue targets in a long-cycle, high-value deal environment.* Serve as the voice of the federal customer, bringing market and requirements feedback to Fleet Sales leadership, Product, and Engineering.* Collaborate with Fleet Sales colleagues, Fleet Customer Success, Marketing, and Digital to deliver a best-in-class customer experience.**WHAT YOU BRING TO THE TEAM*** Bachelor’s degree in Business Administration, Engineering, Supply Chain Management, Public Policy, or a related field. Advanced degree is preferred.* 8+ years of direct experience in automotive or EV fleet sales, serving government, public-sector, and commercial (B2B) customers.* 2+ years of direct experience in government fleet sales, with demonstrated success selling to federal agencies, navigating complex public-sector procurement processes, closing large federal deals, and meeting or exceeding quota.* Hands-on experience navigating federal and military procurement, including GSA schedules and contract vehicles, FAR / DFARS fundamentals, and agency-specific purchasing processes.* Established relationships with federal fleet, procurement, or contracting stakeholders, including DoD and military services, are strongly preferred.* Demonstrated success managing multi-stakeholder sales cycles that span many months or years.* Highly motivated, gritty self-starter who can operate in a dynamic white-space environment and work through roadblocks. You’re a hunter, not a farmer.* Exceptional communication, presentation, and relationship-building skills, with a consultative sales approach.* Proficiency using Salesforce or other CRM systems.* Proficiency using Microsoft Office (Outlook, Teams, Word, Excel, PowerPoint).* Active security clearance is a plus, but not required.**PHYSICAL REQUIREMENTS*** Must have the ability to travel (up to 50%).* Must have the ability to lift up to 35 pounds.* Must have the ability to stand, walk, and perform repetitive tasks for extended periods. **SALARY RANGE**The compensation for this position is the range Slate reasonably and in good faith expects to pay for the position taking into account the wide variety of factors that are considered in making compensation decisions, including job-related knowledge; skillset; experience, education and training; certifications; work location; and other relevant business and organizational factors. **Annual Base Pay Range:** $114,612 to $203,335 USD **ADDITIONAL COMPENSATION AND BENEFITS**Slate offers a wide range of competitive benefits, including medical, dental, vision, life insurance, disability insurance, vacation, and 401k. The successful candidate may also be eligible to participate in the equity program and/or a discretionary annual incentive program, subject to the rules governing such programs. **WORK AUTHORIZATION REQUIREMENT**Applicants must be authorized to work in the United States on a permanent basis. We are unable to offer visa sponsorship at this time.**WHY JOIN TEAM SLATE?**At Slate, we’re fueled by grit, determination, and attention to detail. The start-up spirit of ingenuity and resourcefulness move our business forward. Team Slate fosters a culture of excellence, innovation, and mutual respect, and is motivated by shared principles.* Safety First* Delight Customers* One Team* Relentless Improvement* Fast, Frugal, and Scrappy* Respectful Collaboration* Positive Legacy**WE WANT TO WORK WITH PEOPLE THAT REFLECT THE COMMUNITIES IN WHICH WE OPERATE.**Slate is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, marital status, parental status, cultural background, organizational level, work styles, tenure and life experiences. Or for any other reason.Slate is committed to providing reasonable accommodation for qualified individuals with disabilities in our job application procedures. If you need assistance or an accommodation due to a disability, you may contact us at**slate-talent\\[e-mail].**