Business Development Manager – Federal

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take full ownership of the federal pipeline from account planning and opportunity identification to solicitation response, award, and delivery handoff.

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

• Navigate through federal acquisition channels, such as GSA Schedule, GSA Fleet / Automotive, agency-direct purchasing, and military procurement vehicles.

• Lead efforts in pursuing solicitations, Requests for Information (RFIs), Requests for Quotations (RFQs), and Requests for Proposals (RFPs).

• Collaborate with Legal, Finance, Pricing, and Operations teams on proposals, compliance requirements, and pricing strategies.

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

• Represent Slate at events focused on federal opportunities, including industry days, conferences, and customer demonstrations.

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

• Keep an accurate pipeline and forecast in Salesforce.

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

• Relay federal customer feedback to Fleet Sales leadership, as well as Product and Engineering teams.

• Work in collaboration with Fleet Sales, Fleet Customer Success, Marketing, and Digital teams to provide an exceptional customer experience.

• Assist in establishing Slate’s federal business from the ground up.

• Guide fleet stakeholders through the transition to electric vehicles with Slate’s trucks, accessories, and related fleet solutions.

⛳️ Requirements

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

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

• At least 2 years of direct experience in government fleet sales.

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

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

• Established relationships with federal fleet, procurement, or contracting stakeholders, particularly within the DoD and military services, are strongly preferred.

• Demonstrated ability to manage multi-stakeholder sales cycles that span several months or years.

• Outstanding communication, presentation, and relationship-building skills, employing a consultative sales approach.

• Proficiency in using Salesforce or other CRM systems.

• Strong skills in Microsoft Office, including Outlook, Teams, Word, Excel, and PowerPoint.

• Willingness to travel up to 50% of the time.

• Capability to lift up to 35 pounds.

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

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

• An active security clearance is a plus but not mandatory.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• Life insurance

• Disability insurance

• Vacation

• 401k

• Potential participation in the equity program

• Potential eligibility for a discretionary annual incentive program