Manager, Business Development - Public Sector

NinjaOne

6d•$91,000 - $140,000•Hybrid

About The Position

NinjaOne is seeking a Manager of Business Development to support growth across Federal Civilian, DoD, and SLED markets. This is a cross-functional role that engages with capture management, contract strategy, legislative intelligence, and field sales execution. You will support NinjaOne's public sector growth — partnering with sales, channel, product, and legal to help shape and win government opportunities. The ideal candidate has a solid understanding of how government agencies plan, budget, and procure technology, and can help position a commercial SaaS platform for success within that environment.

Requirements

5-8 years of experience in business development, capture support, or federal sales — ideally at a SaaS, cloud, or enterprise software company selling into Federal and/or SLED markets.
Working knowledge of the federal procurement process, including FAR/DFARS, contract vehicles, RFx response, and exposure to capture methodology (Shipley or equivalent).
Understanding of the SLED procurement landscape, including state contract vehicles, cooperative purchasing agreements, and school/municipality buying cycles.
Experience tracking or supporting analysis of Congressional appropriations and agency budget cycles.
Experience supporting government deals; exposure to large, complex deals ($1M+) is a plus.
Strong written and verbal communication skills, including experience contributing to proposals and briefings.
Ability to work independently in a fast-paced, high-growth environment while also functioning as a strong cross-functional partner.

Nice To Haves

Relationships within the federal IT ecosystem are a plus — including systems integrators, VARs, and agency IT contacts.
Familiarity with IT management, endpoint security, or adjacent technology categories is a strong plus.
Active security clearance or ability to obtain one is a plus

Responsibilities

Support capture efforts across Federal Civilian, DoD, and SLED markets, contributing to competitive positioning and win strategy
Build and maintain a qualified opportunity pipeline by monitoring procurement vehicles such as GSA MAS and SeaPort-NxG
Engage prospective customers and end users to shape requirements and influence technical evaluations in NinjaOne's favor
Partner with the field sales team throughout the deal cycle, from qualification through proposal, award, and close
Inform contract strategy for federal and SLED pursuits, including vehicle selection, pricing approach, and compliance requirements (FAR/DFARS, FedRAMP considerations)
Track emerging acquisition models (OTA, SBIR, cooperative purchasing, NASPO, SIPA) and flag opportunities to leverage them
Monitor agency IT budget submissions, Congressional appropriations, NDAA provisions, and modernization or cybersecurity mandates (CISA directives, EO 14028) to identify near-term opportunities
Share budget and legislative intelligence with the public sector team to inform sales and business development plans
Support RFI, RFQ, RFP, and IDIQ task order responses cross-functionally with sales, product, legal, and finance, maintaining a library of proposal content and past performance narratives
Cultivate relationships with technology partners, resellers, and integrators (VARs, large primes, GSIs, CDW-G, Carahsoft) to expand channel and teaming opportunities
Serve as a go-to resource on public sector buying behavior, procurement rules, and compliance requirements
Advise product and engineering teams on the public sector roadmap, including FedRAMP authorization progress
Represent NinjaOne at government IT conferences (AFCEA, ACT-IAC, MeriTalk, Gartner IOCG) and support public sector marketing content and demand generation campaigns