Manager, Business Development - Public Sector

NinjaOne; United States; Hybrid; USD 91,000 - 200,000; Full time

Benefits offered by this job

Medical, dental, vision insurance

401(k) plan

Unlimited PTO

Job summary

NinjaOne seeks a Manager of Business Development to accelerate growth in Federal Civilian, DoD, and SLED markets. You’ll shape requirements, influence evaluations, and drive win strategies with sales, product, and legal teams.

Strong government procurement knowledge and a SaaS background are essential. You will monitor procurement vehicles, inform contract strategy, and engage partners to expand channels and opportunities, while representing NinjaOne at government IT events and contributing to

Qualifications

• 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.

Responsibilities

• Support capture efforts across Federal Civilian, DoD, and SLED markets, 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 in NinjaOne's favor.
• 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 (FAR/DFARS, FedRAMP considerations).
• Track emerging acquisition models (OTA, SBIR, cooperative purchasing, NASPO, SIPA) and flag opportunities to leverage them.
• Monitor agency IT budget submissions, Congressional appropriations, NDAA provisions, and modernization or cybersecurity mandates (CISA directives, EO 14028) 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 cross-functionally with sales, product, legal, and finance, maintaining a library of proposal content and past performance narratives.
• Cultivate relationships with technology partners, resellers, and integrators (VARs, large primes, GSIs, CDW-G, Carahsoft) to expand channel and teaming opportunities.
• Serve as a go-to 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 NinjaOne at government IT conferences (AFCEA, ACT-IAC, MeriTalk, Gartner IOCG) and support public sector marketing content and demand generation campaigns

Skills

Public sector sales

Cross-functional collaboration

Proposal development

Federal procurement knowledge

Job description

About the Role

NinjaOne is seeking a Manager of Business Development to support growth across Federal Civilian, DoD, and SLED markets. This is a cross-functional role that engages with capture management, contract strategy, legislative intelligence, and field sales execution. You will support NinjaOne's public sector growth — partnering with sales, channel, product, and legal to help shape and win government opportunities. The ideal candidate has a solid understanding of how government agencies plan, budget, and procure technology, and can help position a commercial SaaS platform for success within that environment.

What You’ll Be Doing

Capture Management & Pipeline Development

• Support capture efforts across Federal Civilian, DoD, and SLED markets, 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 in NinjaOne's favor


• Partner with the field sales team throughout the deal cycle, from qualification through proposal, award, and close

Contract, Acquisition & Budget Intelligence

• Inform contract strategy for federal and SLED pursuits, including vehicle selection, pricing approach, and compliance requirements (FAR/DFARS, FedRAMP considerations)


• Track emerging acquisition models (OTA, SBIR, cooperative purchasing, NASPO, SIPA) and flag opportunities to leverage them


• Monitor agency IT budget submissions, Congressional appropriations, NDAA provisions, and modernization or cybersecurity mandates (CISA directives, EO 14028) to identify near-term opportunities


• Share budget and legislative intelligence with the public sector team to inform sales and business development plans

RFx, Proposals & Partnerships

• Support RFI, RFQ, RFP, and IDIQ task order responses cross-functionally with sales, product, legal, and finance, maintaining a library of proposal content and past performance narratives


• Cultivate relationships with technology partners, resellers, and integrators (VARs, large primes, GSIs, CDW-G, Carahsoft) to expand channel and teaming opportunities

Internal Enablement & Representation

• Serve as a go-to 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 NinjaOne at government IT conferences (AFCEA, ACT-IAC, MeriTalk, Gartner IOCG) and support public sector marketing content and demand generation campaigns

About You

• 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 (Shipley or equivalent).


• Understanding of the SLED procurement landscape, including state contract vehicles, cooperative purchasing agreements, and school/municipality buying cycles.


• Experience tracking or supporting analysis of Congressional appropriations and agency budget cycles.


• Experience supporting government deals; exposure to large, complex deals ($1M+) is a plus.


• Relationships within the federal IT ecosystem are a plus — including systems integrators, VARs, and agency IT contacts.


• Familiarity with IT management, endpoint security, or adjacent technology categories is a strong plus.


• 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 also functioning as a strong cross-functional partner.


• Active security clearance or ability to obtain one is a plus

About Us

NinjaOne unifies IT to simplify work for nearly 40,000 customers in 140+ countries. The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work. NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.

What You’ll Love

We are a collaborative, kind, and curious community.
We honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunity for growth and advancement.

Additional Information

This position is NOTeligible for Visa sponsorship.

*Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate.

Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO. For roles based in California, Colorado, Maryland, New Jersey or Washington the base salary hiring range for this position is $91,000 to $140,000 per year with On Target Earnings of $130,000 to $200,000 per year.

For roles based in New York, the base salary hiring range for this position is $91,000 to $140,000 per year with On Target Earnings of $130,000 to $200,000 per year.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.