About the Role
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.
What You’ll Be Doing
Capture Management & Pipeline Development
- 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
Contract, Acquisition & Budget Intelligence
- 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
RFx, Proposals & Partnerships
- 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
Internal Enablement & Representation
- 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
About You
- 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
About Us
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.
What You’ll Love
We are a collaborative, kind, and curious community.
We honor your flexibility needs with full-time work that is hybrid remote.
We have you covered with our comprehensive benefits package, which includes medical, dental, and vision insurance.
We help you prepare for your financial future with our 401(k) plan.
We prioritize your work-life balance with our unlimited PTO.
We reward your work with opportunity for growth and advancement.
Additional Information
This position is NOT eligible for Visa sponsorship.
*Due to operational policies, NinjaOne is unable to hire for this role within the city limits of Chicago. We will consider all qualified candidates who reside outside of the city proper or are willing to self-relocate.
Starting pay for the successful applicant depends on a variety of job-related factors, including but not limited to location, market demands, experience, job-related knowledge, and skills. The benefits available for this position include medical, dental, vision, 401(k) plan, life insurance coverage and PTO. For roles based in California, Colorado, Maryland, New Jersey or Washington the base salary hiring range for this position is $91,000 to $140,000 per year with On Target Earnings of $130,000 to $200,000 per year.
For roles based in New York, the base salary hiring range for this position is $91,000 to $140,000 per year with On Target Earnings of $130,000 to $200,000 per year.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetic information, marital status, veteran status, or any other status protected by applicable law. We are committed to providing an inclusive and diverse work environment.
Skills Required
- 5-8 years of experience in business development, capture support, or federal sales
- Experience 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, and RFx response
- Exposure to capture methodology, such as Shipley or equivalent
- Understanding of the SLED procurement landscape, including state contract vehicles, cooperative purchasing agreements, and school or municipality buying cycles
- Experience tracking or supporting analysis of Congressional appropriations and agency budget cycles
- Experience supporting government deals
- Strong written and verbal communication skills, including experience contributing to proposals and briefings
- Ability to work independently in a fast-paced, high-growth environment and function as a cross-functional partner
- Experience supporting large, complex deals valued at $1 million or more
- Relationships within the federal IT ecosystem, including systems integrators, VARs, and agency IT contacts
- Familiarity with IT management, endpoint security, or adjacent technology categories
- Active security clearance or ability to obtain one
NinjaOne Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about NinjaOne and has not been reviewed or approved by NinjaOne.
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Healthcare Strength — Health coverage spans medical, dental, and vision with a notable employer premium contribution, alongside mental-health and wellness programs. This combination indicates robust support for routine and preventive care.
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Leave & Time Off Breadth — Policies highlight unlimited or flexible PTO alongside paid holidays and sick time, as well as generous parental leave. Flexible scheduling and hybrid/remote options reinforce time-off usability.
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Fair & Transparent Compensation — Pay is characterized as decent to good overall and competitive for many engineering and senior IC roles. Publicly posted ranges and salary snapshots align to market-typical totals in several functions.
NinjaOne Insights
What We Do
NinjaOne, the automated endpoint management platform, delivers visibility, security, and control over all endpoints for more than 30,000 customers in 130+ countries. The cloud-native NinjaOne platform simplifies endpoint management, patching, and visibility for environments at any scale. It is proven to increase productivity, reduce security risk, and lower costs.
Why Work With Us
NinjaOne is proud to be an independent, founder-led company. NinjaOne is filled with passionate, driven people of all backgrounds. We’re proud to celebrate our differences and build a company based on integrity, inclusion and acceptance. We invest in our staff and implement a policy of transparency with a flat organizational structure.
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