State Government BD Director — Remote Growth Leader

CAI; Frankfort (KY); Remote; USD 180,000 - 190,000; Full time

Job summary

CAI is seeking a Director of Business Development - State Government to lead growth strategy, capture, and proposal leadership across CAI’s State Government division. You will drive market analysis, pipeline development, client engagement, and pre-bid efforts with a focus on state agencies and higher education.

The role requires strong relationships with agency stakeholders, cross-functional leadership, and experience shaping RFP responses.

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 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 guiding narrative, structure, and win themes.
• Experience coordinating cross-functional teams (delivery, SMEs, marketing, pricing, legal) under bid deadlines.
• Strong strategic, analytical, and problem-solving skills.
• Proficiency with Salesforce or similar CRM, Microsoft Office, and procurement intelligence tools (GovWin, GovSpend).
• Bachelor’s degree in technology, business, finance, or a related field.

Responsibilities

• Market & competitive intelligence to track state government buying trends and priorities.
• Develop and execute growth strategy across the State Government portfolio and targets.
• Lead conference planning, thought leadership campaigns, and collateral development.
• Build relationships with agency stakeholders and lead client meetings, briefings, and discovery sessions.
• Create account maps and stakeholder engagement plans for priority pursuits.
• Conduct capture planning, shaping CAI’s positioning before solicitations.
• Plan and direct response structure, win themes, and proposals across RFPs/RFIs.
• Coordinate cross-functional SMEs and support teams to deliver proposals.

Skills

Client relationship building

Proposal leadership

Cross-functional collaboration

Public sector sales

Strategic thinking

Analytical skills

CRM proficiency

Communications

Education

Bachelor’s degree in technology, business, finance

Tools

Salesforce

GovWin

GovSpend

Microsoft Office Suite

Job description

CAI is seeking a Director of Business Development - State Government to lead growth strategy, capture, and proposal leadership across CAI’s State Government division. You will drive market analysis, pipeline development, client engagement, and pre-bid efforts with a focus on state agencies and higher education.

The role requires strong relationships with agency stakeholders, cross-functional leadership, and experience shaping RFP responses.