Manager, Business Development - Public Sector

Description

About the Role Ninja One 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 Ninja One'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.

• 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 Sea Port-NxG
• Engage prospective customers and end users to shape requirements and influence technical evaluations in Ninja One'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 Ninja One at government IT conferences (AFCEA, ACT-IAC, Meri Talk, Gartner IOCG) and support public sector marketing content and demand generation campaigns

• 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.
• 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.
• 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…