Business Development Manager, Federal

Slate Automotive•Carson, VA

About The Position

Slate is seeking a seasoned, relationship-driven Business Development Manager to lead federal vehicle sales as an individual contributor on the Fleet Sales team. The role owns Slate’s pursuit of federal government business across civilian agencies, the Department of Defense and military services, and the GSA vehicle acquisition channel. The successful candidate will use established relationships and procurement expertise to develop opportunities, navigate complex purchasing cycles, and convert pursuits into awarded contracts and delivered vehicles. As one of Slate’s first fleet sales leaders, this person will help build the federal business from the ground up and advise fleet managers, contracting officers, and program leaders on transitioning to electric vehicles and related fleet solutions.

Requirements

Bachelor’s degree in Business Administration, Engineering, Supply Chain Management, Public Policy, or a related field.
At least 8 years of direct experience in automotive or EV fleet sales serving government, public-sector, and commercial B2B customers.
At least 2 years of direct government fleet sales experience, including success selling to federal agencies, navigating public-sector procurement, closing large federal deals, and meeting or exceeding quota.
Hands-on experience with federal and military procurement, including GSA schedules and contract vehicles, FAR / DFARS fundamentals, and agency-specific purchasing processes.
Demonstrated success managing multi-stakeholder sales cycles spanning many months or years.
Ability to work as a motivated, self-starting, resilient individual contributor in a dynamic, developing business environment.
Exceptional communication, presentation, and relationship-building skills, with a consultative sales approach.
Proficiency with Salesforce or other CRM systems.
Proficiency with Microsoft Office, including Outlook, Teams, Word, Excel, and PowerPoint.
Ability to travel up to 50%.
Ability to lift up to 35 pounds and to stand, walk, and perform repetitive tasks for extended periods.
Authorization to work in the United States on a permanent basis; visa sponsorship is not available.

Nice To Haves

An advanced degree.
Established relationships with federal fleet, procurement, or contracting stakeholders, including DoD and military services.
An active security clearance.

Responsibilities

Own the federal sales pipeline from account planning and opportunity identification through solicitation response, contract award, and delivery handoff.
Develop and execute strategic account plans for priority civilian agencies, DoD, military services, and installation- and base-level fleet customers.
Navigate federal acquisition channels, including GSA Schedule, GSA Fleet / Automotive, agency-direct purchasing, and military procurement vehicles, and guide Slate toward appropriate contract vehicles.
Lead pursuits of solicitations, RFIs, RFQs, and RFPs, partnering with Legal, Finance, Pricing, and Operations on proposals, compliance, and pricing.
Build and maintain senior-level relationships with fleet managers, contracting officers, program offices, and prime or channel partners.
Represent Slate at federal-focused events, industry days, conferences, and customer demonstrations.
Translate federal requirements and mandates, including fleet electrification goals, domestic-content and Buy American considerations, and charging infrastructure needs, into compelling value propositions.
Maintain an accurate Salesforce pipeline and forecast, and meet or exceed unit and revenue targets.
Bring federal market and customer requirements feedback to Fleet Sales leadership, Product, and Engineering.
Collaborate with Fleet Sales colleagues, Fleet Customer Success, Marketing, and Digital to deliver a strong customer experience.