Business Development Manager - Public Sector

About this role

Business Development Manager - Public Sector Req number: R8145 Employment type: Full time Worksite flexibility: Hybrid Who we are CAI is a global services firm with over 9,000 associates worldwide and a yearly revenue of $1.3 billion+. We have over 40 years of excellence in uniting talent and technology to power the possible for our clients, colleagues, and communities. As a privately held company, we have the freedom and focus to do what is right—whatever it takes. Our tailor-made solutions create lasting results across the public and commercial sectors, and we are trailblazers in bringing neurodiversity to the enterprise.

Job Summary We are looking for a motivated Business Development Manager - Public Sector to take us to the next level! If you have experience selling within the Public Sector space and are looking for your next career move, apply now. Job Description The Business Development Manager - Public Sector will drive growth strategy and capture primarily across CAI's Public Sector business, with a core focus on the Texas market alongside targeted opportunities with state, local, and education (SLED) clients nationally. The role also carries exposure to Commercial accounts, supporting cross-sector pursuits where CAI's capabilities apply. Reporting to the Executive Director, Public Sector, this role identifies, qualifies, and pursues new business opportunities, builds relationships with agency and commercial stakeholders, and manages a pipeline from early opportunity identification through award.

The Business Development Manager - Public Sector will work closely with CAI's Proposal Development team to shape responses to Requests for Proposals/Quotes (RFx) and Task Orders, partner with Vertical Executives and Service Delivery leaders on Statements of Work (SOWs), and represent CAI at relevant industry conferences and trainings.

This position is full-time and hybrid , requiring approximately 20-30% travel for client meetings, conferences, and occasional in-person leadership sessions . Candidates must be based in or near the Texas market, ideally in Austin.

Only candidates not requiring sponsorship now or in the future will be considered. What You'll Do • Monitor industry trends, market conditions, and public sector buying trends across Texas and priority national accounts

• Maintain current competitor profiles across core Public Sector practice areas

• Review potential clients and market segments, including select Commercial opportunities, to identify areas for CAI to acquire new business

• Coordinate FOIA requests and analyze responses to sharpen pursuit planning, as needed

• Identify, research, and qualify prospective clients within target markets to build a robust sales pipeline

• Develop and execute a strategic outbound business development plan, including account mapping and stakeholder engagement, across Texas and priority national accounts

• Maintain meticulous tracking and management of all business development activity and pipeline progression within the CRM platform

• Leverage existing contract vehicles and cooperative purchasing agreements (e.g., NASPO, Sourcewell, DIR) to expand into new agencies and accounts

• Collaborate with CAI's Marketing team on integrated marketing plans, campaigns, and thought leadership content that support lead generation and brand awareness

• Attend conferences and industry events to build relationships with potential clients and partners, and to refine messaging for the vertical

• Contribute to capability materials, one-pagers, and success stories used in the market

• Build and maintain relationships with agency and commercial stakeholders, including procurement and IT leadership

• Act as a liaison between public sector and commercial clients and CAI's technical delivery teams, ensuring CAI remains a trusted, preferred partner

• Support capture planning ahead of expected solicitations, including understanding client priorities and shaping CAI's positioning

• Partner with CAI's Proposal Development team to develop solution strategy for RFx and SOW responses

• Conduct reviews of competitor RFx responses, analyzing strengths and weaknesses relative to CAI's offerings

• Support pricing strategy development and provide ongoing support through negotiation and award

• Coordinate with Vertical Executives and Service Delivery leaders to develop SOWs

What You'll Need Required: • Ideal candidate must be located in or near Austin, TX area

• 5-7+ years of progressive experience in business development, sales, or capture management, with a strong focus on public sector contracts; experience supporting Commercial pursuits a plus

• Experience in the staffing and service delivery space, including familiarity with Managed Services Program (MSP) delivery and similar service offerings

• Working knowledge of Texas state/local government procurement, along with general SLED procurement including cooperative contracting (e.g., NASPO, Sourcewell, DIR) and RFx cycles

• Proven track record of meeting or exceeding sales targets and winning new business

• Excellent communication and interpersonal skills, both verbal and written

• Strong strategic, analytical, and problem-solving skills

• Ability to work independently and as part of a team

• Proficiency in Microsoft Office Suite and Salesforce or similar CRM software

• Experience with GovWin, GovSpend, and/or other government procurement intelligence tools

• Bachelor's degree in Business, Marketing, or a related field

Preferred: • Existing network of relationships across Texas state/local agencies and/or commercial accounts

• Experience selling and/or delivering business and IT consulting services (application development, managed services, PMO, modernization, or similar)

• Experience developing strategic pricing models and delivering fixed-price solutions

• Exposure to both public sector and commercial sales cycles

• Experience using AI-powered productivity tools such as Microsoft

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