[Hiring] Director, Business Development @CAI

Role Description

The Director, Business Development – State Government will lead growth strategy and capture across CAI’s State Government division. Reporting to the Vice President, Public Sector, this role drives how we identify, pursue, and win work with state agencies, higher education institutions, and related public sector clients.

The work spans the full opportunity lifecycle:

• Market analysis
• Pipeline development
• Client engagement
• Capture planning
• Proposal leadership through award

Pre-sales activity is central to the role:

• Drive client outreach and meetings
• Shape RFPs and realign CAI’s offerings to market demand
• Plan and direct CAI’s responses to RFPs

This position is full-time and remote (ideally in EST or CST), with approximately 15–20% travel for client meetings, conferences, and occasional in-person sessions with the leadership team.

Qualifications

• 10+ years of progressive experience in State Government professional services consulting, business development, capture management, and proposal leadership
• Strong working knowledge of state government procurement including cooperative contracting (e.g., NASPO, Sourcewell), RFx cycles, and contract negotiation
• Skilled at building and sustaining relationships with agency stakeholders across multi-year sales cycles
• Strong proposal writing, editing, and review skills
• Experience orchestrating cross-functional teams under bid deadlines
• Strong strategic, analytical, and problem-solving skills
• Proficiency with Salesforce or a similar CRM, Microsoft Office Suite, and procurement intelligence tools (GovWin, GovSpend, or equivalent)
• Bachelor’s degree in technology, business, finance, or a related field

Requirements

• Existing network of relationships across state agencies, system integrators, and public sector contracting organizations
• Experience selling and/or delivering business and IT consulting services — application development, managed services, PMO, modernization, or similar
• Experience developing strategic pricing models and delivering fixed-price solutions
• Familiarity with State HHS, Transportation, Tolls, and Education verticals

Benefits

• Medical, dental, and vision insurance
• 401k retirement account access
• Paid time off
• Paid sick leave and/or other paid time off as provided by applicable law

Company Description

CAI is a global services firm with over 9,000 associates worldwide and a yearly revenue of $1.3 billion+. We have over 40 years of excellence in uniting talent and technology to power the possible for our clients, colleagues, and communities. As a privately held company, we have the freedom and focus to do what is right—whatever it takes. Our tailor-made solutions create lasting results across the public and commercial sectors, and we are trailblazers in bringing neurodiversity to the enterprise.