Director, Business Development Government Solutions

Cart.com•Washington, DC

13d•Remote

About The Position

This role is a strategic, consultative role focused on enabling government-related opportunities by ensuring compliance, contract readiness, and regulatory alignment across federal, state, and local pursuits. You will act as a subject matter expert (SME) in government contracting and federal regulations—supporting pre-sales strategy, advising on deal structure, reviewing terms and conditions, and guiding Cart.com through the complexities of public sector procurement. You’ll work closely with Sales, Legal, Finance, Operations, and Compliance to help Cart.com win and successfully execute government contracts within our 3PL and fulfillment offerings.

Requirements

Must be a US Citizen eligible for a Security Clearance.
10+ years of experience working in or with government entities, such as: Federal agencies Government contractors Public sector procurement or contracting offices
7+ years of hands-on experience with federal regulations (e.g., FAR) and public-sector contracting frameworks.
Demonstrated experience writing, reviewing and negotiating government contract terms and conditions.
Strong understanding of how regulatory requirements translate into real-world operational execution.
Proven ability to operate as a trusted advisor

Nice To Haves

5+ years of experience supporting or enabling logistics, supply chain, 3PL, warehousing, or transportation services.
3+ years as a Federal Warranted contracting officer or 5+ years as a Federal Contract Specialist.
Background working with regulated environments (e.g., government, life sciences, defense, or secure supply chains).
Familiarity with government RFP processes related to logistics or fulfillment services.
Experience partnering with commercial sales teams in a pre-sales or sales enablement capacity.

Responsibilities

Government Contracting & Regulatory Expertise Serve as Cart.com’s internal SME on federal acquisition regulations (FAR), DFARS (if applicable), and public-sector procurement requirements.
Advise cross-functional teams on compliance considerations tied to logistics, warehousing, fulfillment, and transportation services.
Interpret RFPs, RFIs, RFQs, and government contracts to identify risks, requirements, and operational implications.
Stay current on evolving federal, state, and local regulations impacting 3PL, supply chain, warehousing, and distribution.
Sales Enablement (Non-Quota Role) Partner with Sales and Business Development teams to support government pursuits, not carry a personal sales quota.
Provide guidance on deal structure, scope alignment, and pricing considerations related to government contracts.
Participate in customer meetings as a credibility anchor—helping government buyers understand Cart.com’s capabilities and compliance posture.
Support go/no-go decisions for government opportunities based on regulatory and operational feasibility.
Contract Review & Negotiation Review, negotiate, and advise on terms and conditions for government contracts, ensuring alignment with Cart.com’s risk tolerance and operating model.
Collaborate closely with Legal and Finance to flag non-standard clauses, compliance gaps, or cost implications.
Help shape contract language related to service levels, liability, audits, security, and compliance obligations.
Cross-Functional Partnership Act as a bridge between Sales, Operations, Compliance, Legal, and Finance to ensure government deals are executable post-award.
Translate government requirements into clear operational expectations for fulfillment and logistics teams.
Support post-award transitions to ensure contracts are set up for long-term success and compliance.