Sales & Business Development Director - Public Sector

About the Role:

We are seeking an accomplished and strategic Director of Sales & Business Development to lead and scale our IT staffing operations within the State and Local Government (SLED) market. This individual will be responsible for shaping go-to-market strategies, driving high-value contract wins, building long-term public sector partnerships, and leading a high-performance sales team focused on state and local agencies across key regions.

Key Responsibilities:Sales Leadership & Strategy:

• Develop and execute a national sales and growth strategy targeting state and local government agencies for IT staffing.
• Own revenue and growth targets across the SLED portfolio, with a focus on multi-year, high-value contracts.
• Lead, coach, and mentor the business development team to meet pipeline, win-rate, and client acquisition goals.
  
  

Business Development & Relationship Building:

• Establish executive-level relationships with agency CIOs, procurement officers, and department heads.
• Expand the organization’s presence across state master contracts, cooperative agreements (e.g., NASPO, TIPS, Sourcewell), and key procurement channels.
• Drive market expansion into untapped geographies or verticals (e.g., public health, education, transportation, public safety).
  
  

Proposal & Contract Oversight:

• Oversee RFP/RFQ/SOW response strategies and ensure competitive, compliant proposals in collaboration with proposal and legal teams.
• Negotiate terms and pricing with government clients to maximize margin while maintaining value.
  
  

Cross-Functional Leadership:

• Collaborate with recruiting and delivery teams to ensure alignment between client demand and talent supply.
• Partner with executive leadership on pricing models, service offerings, and performance tracking.
• Maintain strong internal reporting systems and dashboards using CRM and business intelligence tools.
  

Qualifications:

• Bachelor’s degree required; MBA or equivalent advanced degree preferred.
• 7–10+ years of progressive experience in IT staffing sales, including at least 3 years focused on State & Local Government.
• Deep knowledge of state and municipal procurement processes, budget cycles, and vendor management systems.
• Demonstrated experience securing and managing large-scale IT staffing contracts ($1M+ annually).
• Strong leadership background with success in building and managing high-performing sales teams.
  

Core Competencies:

• Visionary leadership with ability to scale operations and drive public sector penetration.
• Deep understanding of public sector IT staffing requirements, skill sets, and competitive landscape.
• Excellent communication and negotiation skills with a boardroom-to-boots-on-the-ground mentality.
• Data-driven decision-maker with experience in forecasting, pipeline management, and P&L responsibility.
• High degree of professionalism, integrity, and political savvy in working with government agencies.
  

Preferred Qualifications:

• Existing relationships in top SLED states (e.g., CA, NY, TX, FL, IL).
• Familiarity with major cooperative purchasing vehicles and state IT staffing contracts.
• Experience working with or for a certified MWBE, DBE, or HUB-certified firm (a plus