Business Development Manager - Public Sector

CAI•Austin, TX

4d•Hybrid

About The Position

We are looking for a motivated Business Development Manager - Public Sector to take us to the next level! If you have experience selling within the Public Sector space and are looking for your next career move, apply now. The Business Development Manager - Public Sector will drive growth strategy and capture primarily across CAI's Public Sector business, with a core focus on the Texas market alongside targeted opportunities with state, local, and education (SLED) clients nationally. The role also carries exposure to Commercial accounts, supporting cross-sector pursuits where CAI's capabilities apply. Reporting to the Executive Director, Public Sector, this role identifies, qualifies, and pursues new business opportunities, builds relationships with agency and commercial stakeholders, and manages a pipeline from early opportunity identification through award. The Business Development Manager - Public Sector will work closely with CAI's Proposal Development team to shape responses to Requests for Proposals/Quotes (RFx) and Task Orders, partner with Vertical Executives and Service Delivery leaders on Statements of Work (SOWs), and represent CAI at relevant industry conferences and trainings. This position is full-time and hybrid, requiring approximately 20-30% travel for client meetings, conferences, and occasional in-person leadership sessions. Candidates must be based in or near the Texas market, ideally in Austin. Only candidates not requiring sponsorship now or in the future will be considered.

Requirements

Ideal candidate must be located in or near Austin, TX area
5-7+ years of progressive experience in business development, sales, or capture management, with a strong focus on public sector contracts; experience supporting Commercial pursuits a plus
Experience in the staffing and service delivery space, including familiarity with Managed Services Program (MSP) delivery and similar service offerings
Working knowledge of Texas state/local government procurement, along with general SLED procurement including cooperative contracting (e.g., NASPO, Sourcewell, DIR) and RFx cycles
Proven track record of meeting or exceeding sales targets and winning new business
Excellent communication and interpersonal skills, both verbal and written
Strong strategic, analytical, and problem-solving skills
Ability to work independently and as part of a team
Proficiency in Microsoft Office Suite and Salesforce or similar CRM software
Experience with GovWin, GovSpend, and/or other government procurement intelligence tools
Bachelor's degree in Business, Marketing, or a related field

Nice To Haves

Existing network of relationships across Texas state/local agencies and/or commercial accounts
Experience selling and/or delivering business and IT consulting services (application development, managed services, PMO, modernization, or similar)
Experience developing strategic pricing models and delivering fixed-price solutions
Exposure to both public sector and commercial sales cycles
Experience using AI-powered productivity tools such as Microsoft Copilot, ChatGPT, Claude, or similar platforms to enhance efficiency, streamline workflows, and support data-driven decision making

Responsibilities

Monitor industry trends, market conditions, and public sector buying trends across Texas and priority national accounts
Maintain current competitor profiles across core Public Sector practice areas
Review potential clients and market segments, including select Commercial opportunities, to identify areas for CAI to acquire new business
Coordinate FOIA requests and analyze responses to sharpen pursuit planning, as needed
Identify, research, and qualify prospective clients within target markets to build a robust sales pipeline
Develop and execute a strategic outbound business development plan, including account mapping and stakeholder engagement, across Texas and priority national accounts
Maintain meticulous tracking and management of all business development activity and pipeline progression within the CRM platform
Leverage existing contract vehicles and cooperative purchasing agreements (e.g., NASPO, Sourcewell, DIR) to expand into new agencies and accounts
Collaborate with CAI's Marketing team on integrated marketing plans, campaigns, and thought leadership content that support lead generation and brand awareness
Attend conferences and industry events to build relationships with potential clients and partners, and to refine messaging for the vertical
Contribute to capability materials, one-pagers, and success stories used in the market
Build and maintain relationships with agency and commercial stakeholders, including procurement and IT leadership
Act as a liaison between public sector and commercial clients and CAI's technical delivery teams, ensuring CAI remains a trusted, preferred partner
Support capture planning ahead of expected solicitations, including understanding client priorities and shaping CAI's positioning
Partner with CAI's Proposal Development team to develop solution strategy for RFx and SOW responses
Conduct reviews of competitor RFx responses, analyzing strengths and weaknesses relative to CAI's offerings
Support pricing strategy development and provide ongoing support through negotiation and award
Coordinate with Vertical Executives and Service Delivery leaders to develop SOWs