Federal Business Development Representative

GovSignals

. Own the full sales cycle from first conversation through contract award .

Posted 11/8/2026full-timeUnited StatesMid-LevelSenior💰 $100,000 - $140,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in navigating federal procurement processes and building strategic relationships with key decision-makers. Proven ability to drive sales cycles, develop tailored pitches, and contribute to go-to-market strategies in the federal sector.

Highest-signal resume keywords

Federal Procurement NavigationBusiness DevelopmentSales Cycle ManagementRelationship BuildingAI Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Contract NegotiationSales Strategy DevelopmentProposal WritingMarket ResearchAccount ManagementFederal Acquisition Regulations (FAR)Defense Federal Acquisition Regulation Supplement (DFARS)Contract Vehicles FamiliarityCapability Briefing PreparationSeven-Figure Deal Closure

Soft Skills

Strong Written CommunicationStrong Verbal CommunicationNetworking AbilityPresentation SkillsOwnership Mentality

Certifications & Qualifications

Active Security Clearance

Industry Keywords

Government ContractingDepartment of Defense (DoD)General Services Administration (GSA)Government-Wide Acquisition Contract (GWAC)Blanket Purchase Agreement (BPA)Intelligence CommunityMilitary ServiceFederal AgenciesCapture ManagementStartup Experience

About the role

Key responsibilities & impact

Own the full sales cycle from first conversation through contract award
Build direct relationships with contracting officers, program managers, and senior decision-makers across target agencies
Research agencies, map organizational charts, identify budget flows, and develop territory and account strategies
Attend conferences, industry days, and agency events; set meetings and follow up with federal acquisition contacts
Navigate FAR/DFARS, contract vehicles, and agency-specific acquisition pathways
Prepare tailored pitches, capability briefings, and product demonstrations for federal audiences
Partner with the CEO and federal team to shape go-to-market strategy
Support capture by contributing win themes and customer-facing narratives
Provide concise updates on opportunities, competitor activity, and changes in agency priorities
Work directly with the CEO and cofounders in the Washington, DC office

Requirements

What you’ll need

3+ years in business development, sales, capture, or a government role where relationships were the job
Closed seven-figure deals, contracts, or fundraises and can discuss them specifically
Demonstrated ability to build a network from scratch and open a new territory or market without waiting for leads
Deep comfort navigating federal procurement, including how agencies buy, how decisions are made, and leverage points
Strong written and verbal communication, including crisp emails, sharp briefs, and credible presentations
Energy for the hunt and real ownership
Extensive AI experience
U.S. citizen or other U.S. Person due to U.S. export-control requirements
Willingness and ability to work in person at the Washington, DC office 3+ days per week and travel regularly to customer sites
Nice to have: military service; prior government civilian experience, including Capitol Hill; relationships within DoD acquisition or OT consortiums; familiarity with GSA, GWAC, and BPA contract vehicles; experience selling AI/software to the federal government; background in government contracting, the military, or the intelligence community; early-stage startup or founder experience
Active or previous security clearance is a plus, but not required

Benefits

Comp & perks

Uncapped commission tied directly to deals closed
On-target earnings of $280,000–$320,000
Meaningful equity stake in a well-funded, fast-growing startup
Medical, vision, and dental benefits
Unlimited PTO
Unlimited Claude and ChatGPT credits for reasonable use
Hybrid work with 3+ days per week in the Washington, DC office or on customer sites
Regular travel to customer sites and industry events