Director, State Government Growth & Partnerships (Remote)

CAI; Trenton (NJ); Remote; USD 180,000 - 190,000; Full time

Benefits offered by this job

Medical, dental, and vision insurance

401k retirement account access

Paid time off

Job summary

CAI seeks a Director, Business Development - State Government to lead growth strategy, capture, and pipeline across the State Government division. The role drives pre-sales outreach, RFP shaping, and cross-functional collaboration with delivery, SMEs, marketing, pricing, and legal to win work with state agencies and higher education.

The position is full-time and remote (EST/CST preferred), with approximately 15–20% travel for client meetings and events, reporting to the VP, Public Sector.

Qualifications

• 10+ years of progressive experience in State Government professional services consulting, business development, capture management, and proposal leadership.
• Strong working knowledge of state government procurement including cooperative contracting (e.g., NASPO, Sourcewell), RFx cycles, and contract negotiation.
• Skilled at building and sustaining relationships with agency stakeholders across multi-year sales cycles.
• Strong proposal writing, editing, and review skills; comfortable setting direction on narrative, structure, and win themes, and elevating others’ writing.
• Experience orchestrating cross-functional teams (delivery, technical SMEs, marketing, pricing, legal) under bid deadlines.
• Strong strategic, analytical, and problem-solving skills.
• Proficiency with Salesforce or a similar CRM, Microsoft Office Suite, and procurement intelligence tools (GovWin, GovSpend, or equivalent).
• Bachelor’s degree in technology, business, finance, or a related field.

Responsibilities

• Lead growth strategy and pipeline across the State Government division, reporting to the VP of Public Sector.
• Identify and qualify new agency targets aligned to CAI’s capabilities and manage the State Government pipeline data.
• Drive pre-sales activity, client outreach, and meetings; shape RFPs and realign CAI’s offerings to market demand.
• Plan and direct CAI’s responses to RFPs, RFQs, RFIs and task orders with the Proposal Development Center.
• Coordinate with SMEs and account leadership to craft strong proposals and pricing strategies.
• Develop account maps and stakeholder engagement plans for priority pursuits.
• Represent CAI at industry events and executive briefings; lead conference planning and thought leadership efforts.

Skills

State Government sales

Proposal leadership

CRM (Salesforce)

Stakeholder management

Cross-functional collaboration

Public sector procurement knowledge

Education

Bachelor's degree in technology, business, finance, or related field

Tools

Salesforce

GovWin or GovSpend

MS Office

Job description

CAI seeks a Director, Business Development - State Government to lead growth strategy, capture, and pipeline across the State Government division. The role drives pre-sales outreach, RFP shaping, and cross-functional collaboration with delivery, SMEs, marketing, pricing, and legal to win work with state agencies and higher education.

The position is full-time and remote (EST/CST preferred), with approximately 15–20% travel for client meetings and events, reporting to the VP, Public Sector.