Senior Manager, Business Development Operations

West Cary Group•Richmond, VA

1d•Hybrid

About The Position

The Senior Manager, Business Development Operations ensures qualified opportunities become high-quality, well-scoped, well-priced proposals that are submitted efficiently and consistently. The role owns proposals from intake through submission, including understanding requester needs, positioning West Cary Group’s solution, and coordinating writing, reviews, approvals, and deadlines. It also manages business development operations, including identifying opportunities, coordinating RFP responses, facilitating scoping and pricing, and improving the systems, tools, and processes that support agency growth. The role works closely with Account Management, Creative, Strategy, Project Management, Finance, agency leadership, and other subject-matter experts. It has no direct reports, does not carry a sales quota, and does not own client relationships. Pricing is set by Account Management leadership and approved by agency leadership; this position coordinates inputs and ensures proposals reflect approved pricing. West Cary Group is a full-service digital marketing and technology agency based in Richmond, Virginia, serving mid-sized local and Fortune 500 clients across a wide range of industries. The position is in the Operations department and reports to the Chief Operating Officer. Richmond is preferred; the role is hybrid, with a minimum of 2–3 days per week in the office. It is exempt and salaried, with an annual salary range of $114,400 to $125,800.

Requirements

At least 5 years of experience in business development operations, growth operations, proposal management, capture management, sales operations, or a similar role.
Experience writing and managing proposals, RFP responses, SOWs, Task Orders, or other complex client-facing business documents through submission.
Ability to understand a requester’s business needs and present a clear case for why West Cary Group is the right solution.
Strong project-management and organizational skills, including the ability to manage multiple opportunities and deadlines at once.
Strong written, verbal, and presentation skills.
Ability to coordinate cross-functional contributors and drive work to completion without direct authority.
Demonstrated attention to detail and commitment to quality, including catching inconsistent numbers, missed requirements, and incorrect client names.
Ability to identify missing information, challenge assumptions, and resolve issues quickly.
Comfort working in a small organization with home-grown tools and building structure where little exists.

Nice To Haves

Experience in an advertising, marketing, consulting, professional-services, or other project-based organization.
Familiarity with government procurement and solicitation platforms such as SAM.gov and eVA.
Experience with rate cards, staffing models, project estimates, or proposal pricing.

Responsibilities

Own qualified new-business opportunities, including proposals, RFP responses, Statements of Work (SOWs), and Task Orders, from intake through final submission.
Study opportunity requirements and underlying business needs, and shape responses to present West Cary Group as the right solution.
Review RFPs for ambiguities, gaps, and risks; determine clarifying questions and manage the Q&A process and deadlines.
Coordinate proposal timelines, contributor assignments, reviews, approvals, and deliverables; ensure submissions are accurate, compliant, on brand, polished, and on time.
Monitor and track qualified opportunities from agency relationships, referrals, marketing efforts, RFP intake, procurement marketplaces, and other business development channels, including commercial and government opportunities.
Review SAM.gov, eVA, and other opportunity channels for opportunities aligned with agency capabilities and growth priorities.
Prepare information for leadership bid/no-bid decisions and maintain visibility into active opportunities, submissions, outcomes, and next steps.
Work with Account Management to understand business goals, client requirements, and desired outcomes.
Coordinate with Creative, Strategy, Project Management, Production, Technology, and other subject-matter experts to define scope, deliverables, timelines, effort estimates, staffing requirements, assumptions, and dependencies.
Identify gaps, risks, conflicting assumptions, and unresolved questions before proposals are finalized.
Use rate cards, pricing models, prior proposals, historical estimates, and comparable work as starting points; coordinate inputs and keep proposals consistent with approved pricing.
Coordinate updates when scope, timing, staffing, or pricing assumptions change, and obtain required reviews and approvals before submission.
Draft, assemble, edit, and coordinate proposals, RFP responses, SOWs, Task Orders, and related business development documents.
Translate input from agency leaders and subject-matter experts into clear, compelling client-facing materials, tailoring each proposal to its opportunity while promoting consistent approaches where appropriate.
Coordinate required commercial, contractual, procurement, and security reviews.
Maintain and improve proposal and SOW templates, workflows, checklists, and approval processes.
Maintain reusable proposal content, including agency credentials, team resumes, case studies, past-performance examples, and standard response language.
Maintain an organized library of prior proposals, scopes, estimates, pricing approaches, and awarded work.
Track opportunity outcomes, learn from awarded and lost opportunities, and apply lessons to future proposals to improve win rate.
Continuously improve proposal tools, processes, and content to increase efficiency and response quality.
Operate and continuously improve AI-enabled and automated workflows for proposal development, RFP responses, and SOW creation.
Help maintain and expand the proposal knowledge base and reusable content resources.
Apply sound judgment and quality control to AI-assisted work products.