Public Sector BD Manager: Federal & DoD Growth

NinjaOne; Virginia (MN); Hybrid; USD 91,000 - 140,000; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) plan

Life insurance

PTO

Job summary

NinjaOne is seeking a Manager of Business Development to drive growth across Federal Civilian, DoD, and SLED markets. The role collaborates with capture management, contract strategy, legislative intelligence, and field sales to position NinjaOne for government opportunities.

The ideal candidate has 5–8 years in public-sector software sales, knowledge of FAR/DFARS, and experience shaping requirements and responses to RFI/RFPs while expanding partnerships.

Qualifications

• 5-8 years of experience in business development, capture support, or federal sales in SaaS/enterprise software.
• Knowledge of federal procurement processes (FAR/DFARS, contract vehicles, RFx) and capture methodologies.
• Understanding of the SLED procurement landscape and state contracts.
• Experience tracking Congressional appropriations and agency budget cycles.
• Experience supporting government deals; experience with large, complex deals (> $1M) is a plus.
• Existing relationships within the federal IT ecosystem (systems integrators, VARs, agency IT contacts) a plus.
• Familiarity with IT management, endpoint security, or related tech.
• Strong written and verbal communication; experienced with proposals and briefings.
• Ability to work independently in fast-growth environment; cross-functional partner.
• Active security clearance or ability to obtain one is a plus.

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.

Skills

Business development

Capture support

Federal sales

SaaS sales

Cross-functional collaboration

Job description

NinjaOne is seeking a Manager of Business Development to drive growth across Federal Civilian, DoD, and SLED markets. The role collaborates with capture management, contract strategy, legislative intelligence, and field sales to position NinjaOne for government opportunities.

The ideal candidate has 5–8 years in public-sector software sales, knowledge of FAR/DFARS, and experience shaping requirements and responses to RFI/RFPs while expanding partnerships.