Government Business Development & Capture Lead

Department:
Revenue

Reports To:

Head of Sales / Chief Revenue Officer (CRO)

Location:

Remote / Field-based, with travel to target markets and HQ

Employment Type:

Full-Time, Exempt

Level: Senior Individual Contributor (vertical/channel owner), with the expectation of building and leading a team as the government vertical scales

Security Clearance:
Not required — this is a civilian disaster and emergency housing role, not defense

The Government Business Development & Capture Lead is responsible for driving revenue growth within Box House's Government vertical of its high-quality, rapidly deployable manufactured home business, across both direct-sale and leasing opportunities. This role owns the complete pursuit lifecycle — from early-stage capture and relationship-building through contract execution — and serves as the company's primary relationship-builder and subject-matter expert within the government vertical.

This includes federal, state, and municipal buyers pursuing disaster and emergency housing, including FEMA Individual Assistance and Direct Housing Assistance programs that rely on Manufactured Housing Units (MHUs), as well as public safety, corrections, workforce, and public-sector housing deployments. The role partners closely with company leadership to shape go-to-market strategy across both sales and leasing channels, and works cross-functionally with other industry verticals, Operations, Finance, and Legal to ensure deals are structured for successful delivery.

• Lead early-stage capture activity — relationship-building, opportunity-shaping, and bid/no-bid assessment with agency stakeholders before a solicitation is issued — in addition to formal proposal response and contract negotiation.
• Own and manage a quota for the government vertical, building pipeline from initial qualification through signed contract or deposit.
• Provide accurate, timely forecasts through weekly pipeline reviews and monthly forecasting cycles.
• Structure and negotiate deal terms — including unit pricing, delivery timelines, financing vs. leasing terms, and volume agreements.

Identify, prioritize, and cultivate target accounts within the government vertical, including state and federal emergency management agencies, municipal and county housing departments, GSA schedules, IDIQs, and BPAs, and public safety or corrections housing programs.

• Build and maintain relationships with key decision-makers — including Contracting Officers (COs) and Contracting Officer's Representatives (CORs) — and industry influencers relevant to the vertical.
• Serve as the internal voice of the government vertical, feeding market intelligence back to product and operations teams on code requirements, financing norms, and buyer expectations.

• Partner with Manufacturing/Operations to align sales commitments with production capacity and realistic delivery lead times.
• Coordinate with Finance on custom pricing, leasing versus direct-sale structures, and payment terms.
• Engage Legal on contract terms, with particular attention to RFP/RFQ compliance, GSA/IDIQ/BPA and state procurement requirements, and public-sector contracting terms.

• Deliver vertical-level market feedback to inform broader go-to-market and pricing strategy.
• Represent Box House at industry trade shows, conferences, and procurement events relevant to the government vertical.

• Consultative solution selling — translating institutional buyer pain points (speed of deployment, total cost of ownership, code compliance) into a tailored value…