Director, Government Contract Sales

THIS POSITION IS ELIGIBLE FOR COMMISSION-BASED COMPENSATION, OFFERING ADDITIONAL EARNING POTENTIAL BASED ON PERFORMANCE AND RESULTS.

STATEMENT OF

PURPOSE:

The Director of Government Sales and RFPs is responsible for driving strategic growth through the identification, tracking, development, and capture of government contracting opportunities across federal, state, and local markets. This role leads the full lifecycle of the RFP process while also building and maintaining a forward-looking pipeline of upcoming opportunities.

A critical function of this role is the proactive identification and tracking of upcoming RFPs and procurement activity, as well as the development of strategic partnerships with prime contractors, nonprofit agencies, and government-aligned organizations to enhance competitiveness and expand access to contract vehicles.

This position requires deep expertise in government contracting, business development strategy, and cross-sector collaboration, particularly within mission-driven and nonprofit ecosystems.

KEY RESPONSIBILITIES INCLUDE, BUT ARE NOT LIMITED TO:

• Proactively identify, track, and qualify upcoming and active RFP opportunities across federal, state, and local government agencies.
• Establish and maintain a centralized pipeline of opportunities, including early-stage intelligence (pre-RFP, sources sought, RFIs)
• Monitor procurement platforms (e.g., SAM.gov, agency forecasts, state/local portals) and industry sources for upcoming bids
• Analyze procurement trends, agency priorities, and contract vehicles to inform pursuit strategy.

• Identify and develop teaming and subcontracting partnerships with prime contractors and government vendors.
• Build relationships with organizations such as Source America and National Industries for the Blind, as well as other nonprofit and Ability One-aligned entities.
• Collaborate with prime vendors on joint pursuits, capture strategies, and proposal development efforts.
• Representing the organization in industry events, matchmaking sessions, and government/vendor outreach forums.

• Lead the end-to-end RFP lifecycle, including evaluation, bid/no-bid decisions, content development, and submission.
• Coordinate with SMEs to gather technical, operational, financial, and compliance inputs.
• Develop compelling, complaint, and high-quality proposals tailored to government requirements.
• Ensure alignment with organizational capabilities, mission, and competitive positioning.

• Lead or support contract negotiations with government agencies and partners.
• Ensure all proposals and contracts meet federal, state, and local compliance requirements.
• Oversee post-award documentation, reporting, and compliance in collaboration with internal teams.

• Build and maintain relationships with procurement officials, contracting officers, and agency stakeholders.
• Support long-term account strategy development within key government agencies.
• Conduct post-submission debriefs and apply lessons learned to future pursuits.

• Strategic Business Development & Capture Management
• Proposal & Technical Writing Excellence
• Government Contracting & Regulatory Compliance
• Partnership & Alliance Development (Prime/Sub, Nonprofit, Ability One)
• Relationship Management & Stakeholder Engagement
• Leadership & Cross-Functional Collaboration

• Bachelor’s degree required; advanced degree or government contracting certification preferred.
• 7–10+ years of experience in government sales, business development, or contracting with a strong focus on RFP-driven growth
• Demonstrated success in identifying, tracking, and winning federal, state, or local government contracts.
• Experience developing and managing RFP pipelines and capture strategies.
• Proven ability to build partnerships with prime contractors and nonprofit/government-aligned organizations.
• Familiarity with organizations such as Source America and National Industries for the Blind and the Ability One Program strongly preferred.
• Experience with…