Business Development Manager – Federal

This is a fully remote position, open to applicants in California, +4 more states.

📋 Description

• Take full responsibility for the federal pipeline from account planning and opportunity identification through to solicitation response, award, and delivery transition.

• Create and implement strategic account plans for key federal clients across civilian agencies, the Department of Defense, and military services.

• Navigate federal procurement channels, including GSA Schedule, GSA Fleet / Automotive, agency-direct purchasing, and military procurement methods.

• Lead the pursuit of solicitations, RFIs, RFQs, and RFPs, collaborating with Legal, Finance, Pricing, and Operations teams.

• Establish and maintain senior-level relationships with fleet managers, contracting officers, program offices, and prime or channel partners.

• Represent Slate at federal-focused events, industry days, conferences, and customer demonstrations.

• Convert federal requirements and mandates into persuasive value propositions for Slate vehicles.

• Keep an accurate pipeline and forecast updated in Salesforce.

• Achieve or surpass unit and revenue targets in a long-cycle, high-value deal environment.

• Provide market insights and requirements feedback to Fleet Sales leadership, Product, and Engineering teams.

• Work in collaboration with Fleet Sales, Fleet Customer Success, Marketing, and Digital teams to ensure a top-tier customer experience.

• Contribute to the development of Slate’s federal business from the ground up and assist customers in transitioning to electric vehicles.

⛳️ Requirements

• Bachelor’s degree in Business Administration, Engineering, Supply Chain Management, Public Policy, or a related discipline.

• 8+ years of direct experience in automotive or EV fleet sales serving government, public-sector, and commercial (B2B) clients.

• 2+ years of direct experience in government fleet sales.

• Proven track record of successfully selling to federal agencies, navigating complex public-sector procurement processes, closing significant federal deals, and consistently meeting or exceeding quotas.

• Practical experience with federal and military procurement, including GSA schedules and contract vehicles, as well as fundamentals of FAR / DFARS and agency-specific purchasing processes.

• Established connections with federal fleet, procurement, or contracting stakeholders, including the Department of Defense and military services, are highly preferred.

• Demonstrated success in managing multi-stakeholder sales cycles that span several months or years.

• Outstanding communication, presentation, and relationship-building abilities with a consultative sales approach.

• Proficient in using Salesforce or other CRM systems.

• Proficient in Microsoft Office (Outlook, Teams, Word, Excel, PowerPoint).

• Active security clearance is an advantage, but not mandatory.

• Willingness to travel up to 50%.

• Capacity to lift up to 35 pounds.

• Ability to stand, walk, and perform repetitive tasks for prolonged periods.

• Must be authorized to work in the United States on a permanent basis.

• Visa sponsorship is not available.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• Vacation.

• 401k.

• Potential eligibility for an equity program.

• Potential eligibility for a discretionary annual incentive program.