Federal Capture Analyst - SDR

Mark43 • Washington, DC

4d • Remote

About The Position

Mark43’s mission is to empower communities and governments with modern, secure technology that improves public safety and quality of life. We build cloud-native software for mission-critical environments where reliability, compliance, and trust matter. Federal agencies operate in uniquely complex environments — long buying cycles, layered stakeholders, and formal procurement processes. To support this motion, Mark43 is investing in a specialized role focused on early pipeline development, capture support, and account intelligence across the federal market . Role Overview The Federal Capture Analyst plays a critical role in building and sustaining Mark43’s long-term federal pipeline. This role is designed for someone who thrives in strategic outbound prospecting, structured qualification, research-driven engagement, and long-cycle deal support. Unlike traditional SDR roles focused on high-volume activity, this position operates as an extension of the federal sales and business development (BD) team, supporting early capture efforts well before formal RFPs are released. This role supports both outbound prospecting and inbound federal lead follow-up, contributes to event execution and post-event pipeline development, and maintains rigorous CRM and account documentation standards. This role requires working familiarity with the federal acquisition lifecycle and how requirements move from market research to solicitation to award . You will routinely leverage SAM.gov (opportunities and contracting office context) and contract-spend systems such as SAM Data Bank / USASpending / FPDS to generate actionable account intelligence, identify incumbent posture, and inform early capture decisions.

Requirements

• We’re looking for someone with 2–4 years of experience supporting federal or public-sector sales, ideally in a SaaS, GovTech , or B2G environment. This experience will enable you to contribute quickly in a role focused on long-cycle pipeline development, early qualification, and federal account research, rather than high-volume transactional sales.
• Experience prospecting into or supporting U.S. federal agencies, including familiarity with long buying cycles and multi-stakeholder environments
• A demonstrated ability to qualify early-stage opportunities and book meaningful discovery meetings with sales or business development leaders
• Working familiarity with the Federal Acquisition Regulation (FAR) and how it shapes acquisition pathways, evaluation posture, and solicitation terms .
• Practical experience conducting market and contract research using SAM.gov and contract-spend repositories (e.g., SAM Data Bank / USASpending / FPDS) to identify incumbents, contracting activity, and competitive dynamics.
• Strong written and verbal communication skills, with the ability to engage thoughtfully with federal stakeholders
• Experience maintaining high-quality CRM documentation, including account notes, stakeholder intelligence, and qualification details
• Strong research and organizational skills, with the ability to manage multiple federal accounts over extended time horizons
• A self-directed, accountable working style with comfort operating in a structured but evolving role
• Interest in public safety, federal modernization, or mission-driven technology
• Bachelor’s degree preferred

Nice To Haves

• CRM platforms for lead management and pipeline tracking (Salesforce preferred)
• Government systems such as sam.gov, fpds.gov
• Federal Market Intelligence tools such as Deltek Gov Win, GovSpen d , Fedmine , Federal Compass
• Sales engagement tools for sequencing and outreach ( Salesloft preferred)
• LinkedIn and other prospecting platforms for research and sourcing
• Chat or real-time engagement tools for responding to inbound leads
• Collaboration tools for team communication and coordination

Responsibilities

• Executed targeted outbound outreach into named federal agencies using account-specific messaging aligned to agency missions, programs, and known pain points
• Followed up on inbound federal interest, qualifying opportunities based on budget cycles, program maturity, and contracting pathways before routing to the appropriate Federal AE or Business Development lead
• Partnered 1:1 with Federal Account Executives and Business Development to identify priority agencies, shape early penetration strategies, and support capture efforts
• Conducted detailed account and program research, including stakeholder mapping, federal initiatives, appropriations context, and active or upcoming contract vehicles
• Maintained warm, ongoing engagement with federal agencies over extended timelines to support long-cycle pipeline development
• Traveled to and supported federal events and conferences, assisting with booth setup, onsite lead capture, and timely post-event follow-up
• Documented stakeholder intelligence, qualification details, meeting notes, and program insights in Salesforce, ensuring clean handoffs and up-to-date account plans
• Collaborated with Marketing, Sales Ops, and Events to ensure federal leads were properly tracked, qualified, and attributed to pipeline
• Monitor and triage Sources Sought, Draft Solicitations, RFPs/RFQs in SAM.gov, capturing contracting office points-of-contact and requirement signals for early shaping.
• Produce contract history briefs using SAM Data Bank / USASpending / FPDS: prior awards, vendors, NAICS/PSC, pricing/award patterns, and competitive landscape to support capture gate reviews and outbound targeting .
• Identify prime/subcontractor relationships and teaming signals using USASpending (including subcontract visibility) to inform partner strategy and influence plans.
• Translate acquisition intel into Salesforce as capture-ready artifacts: incumbent map, buyer/org chart, likely vehicle, projected timeline, and recommended next action.
• Maintain a working understanding of small business dynamics and set-aside logic (e.g., "Rule of Two" context) to better interpret how an agency may compete a requirement.
• Continued to deepen your understanding of Mark43’s federal value proposition and cloud-native solutions to support effective early-stage conversations
• a repeatable cadence of capture intel briefs (incumbent + spend + acquisition pathway + stakeholders) that directly improves qualification - quality and increases validated federal pipeline.

Benefits

• Accelerate your career in sales while contributing to technology that supports first responders
• Join a collaborative team that works cross-functionally with Marketing, Customer Success, and Product
• Gain exposure to public sector sales strategies and enterprise software
• Receive mentorship and support from experienced sales leaders
• Be part of a mission-driven organization making a real impact in communities

What This Job Offers

• Job Type: Full-time
• Career Level: Entry Level