Manager, Business Development - Public Sector

NinjaOne 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 NinjaOne'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 SeaPort-NxG 
• →Engage prospective customers and end users to shape requirements and influence technical evaluations in NinjaOne'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 NinjaOne at government IT conferences (AFCEA, ACT-IAC, MeriTalk, 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 strong cross-functional partner.
• Active security clearance or ability to obtain one is a plus 

NinjaOne unifies IT to simplify work for nearly 40,000 customers in 140+ countries. ​
The NinjaOne Unified IT Operations Platform delivers endpoint management, autonomous patching, backup, and remote access in a single console to improve efficiency, increase resilience, and reduce spend. By automating IT and managing all endpoints, organizations give employees a great technology experience at work. ​ NinjaOne is obsessed with customer success and has retained a 98% customer satisfaction score for more than 5 years.