Remote State Government BD Director

CAI; Charleston (WV); Remote; USD 180,000 - 190,000; Full time

Job summary

CAI seeks a Director, Business Development – State Government to lead growth strategy and capture across CAI’s State Government division. Reporting to the Vice President, Public Sector, you will drive how we identify, pursue, and win work with state agencies and higher education.

The role spans the full opportunity lifecycle—from market analysis to proposal leadership—with emphasis on pre-sales, client outreach, and shaping RFPs. Remote (EST/CST preferred) with about 15–20% travel.

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.

Responsibilities

• Lead growth strategy across the State Government portfolio and identify new agency targets.
• Build and manage State Government pipeline data and track activity.
• Drive pre-sales activities, client outreach, and meetings; shape RFPs and realign CAI’s offerings to market demand.
• Direct CAI’s responses to RFPs and proposals with the Proposal Development Center and account leadership.
• Develop account maps and stakeholder engagement plans for priority pursuits.

Skills

State Government experience

Proposal writing

Sales / business development

Cross-functional leadership

CRM (Salesforce)

Education

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

Tools

Salesforce

GovWin

GovSpend

Job description

CAI seeks a Director, Business Development – State Government to lead growth strategy and capture across CAI’s State Government division. Reporting to the Vice President, Public Sector, you will drive how we identify, pursue, and win work with state agencies and higher education.

The role spans the full opportunity lifecycle—from market analysis to proposal leadership—with emphasis on pre-sales, client outreach, and shaping RFPs. Remote (EST/CST preferred) with about 15–20% travel.