Government Business Development & Capture Lead

JOB DESCRIPTION: Government Business Development & Capture Lead

Department: Revenue

Reports To: Head of Sales / Chief Revenue Officer (CRO)

Location: Remote / Field-based, with travel to target markets and HQ

Employment Type: Full-Time, Exempt

Level: Senior Individual Contributor (vertical/channel owner), with the expectation of building and leading a team as the government vertical scales

Security Clearance: Not required — this is a civilian disaster and emergency housing role, not defense

POSITION SUMMARY

The Government Business Development & Capture Lead is responsible for driving revenue growth within BoxHouse's Government vertical of its high-quality, rapidly deployable manufactured home business, across both direct-sale and leasing opportunities. This role owns the complete pursuit lifecycle — from early-stage capture and relationship-building through contract execution — and serves as the company's primary relationship-builder and subject-matter expert within the government vertical. This includes federal, state, and municipal buyers pursuing disaster and emergency housing, including FEMA Individual Assistance and Direct Housing Assistance programs that rely on Manufactured Housing Units (MHUs), as well as public safety, corrections, workforce, and public-sector housing deployments. The role partners closely with company leadership to shape go-to-market strategy across both sales and leasing channels, and works cross-functionally with other industry verticals, Operations, Finance, and Legal to ensure deals are structured for successful delivery.

KEY RESPONSIBILITIES

Capture & Pipeline Ownership

• Lead early-stage capture activity — relationship-building, opportunity-shaping, and bid/no-bid assessment with agency stakeholders before a solicitation is issued — in addition to formal proposal response and contract negotiation.
• Own and manage a quota for the government vertical, building pipeline from initial qualification through signed contract or deposit.
• Provide accurate, timely forecasts through weekly pipeline reviews and monthly forecasting cycles.
• Structure and negotiate deal terms — including unit pricing, delivery timelines, financing vs. leasing terms, and volume agreements.

Vertical & Channel Development

Identify, prioritize, and cultivate target accounts within the government vertical, including state and federal emergency management agencies, municipal and county housing departments, GSA schedules, IDIQs, and BPAs, and public safety or corrections housing programs.

• Build and maintain relationships with key decision-makers — including Contracting Officers (COs) and Contracting Officer's Representatives (CORs) — and industry influencers relevant to the vertical.
• Serve as the internal voice of the government vertical, feeding market intelligence back to product and operations teams on code requirements, financing norms, and buyer expectations.

Deal Structuring & Cross-Functional Coordination

• Partner with Manufacturing/Operations to align sales commitments with production capacity and realistic delivery lead times.
• Coordinate with Finance on custom pricing, leasing versus direct-sale structures, and payment terms.
• Engage Legal on contract terms, with particular attention to RFP/RFQ compliance, GSA/IDIQ/BPA and state procurement requirements, and public-sector contracting terms.

Reporting & Strategic Input

• Deliver vertical-level market feedback to inform broader go-to-market and pricing strategy.
• Represent BoxHouse at industry trade shows, conferences, and procurement events relevant to the government vertical.

CORE COMPETENCIES

• Consultative solution selling — translating institutional buyer pain points (speed of deployment, total cost of ownership, code compliance) into a tailored value proposition.
• Capture discipline — comfortable building agency relationships and shaping opportunities well before a formal solicitation exists, not just responding once one is posted.
• Complex deal navigation — comfortable managing long sales cycles, multiple stakeholders, and formal procurement or RFP processes.
• Cross-functional fluency — able to speak credibly to operations/manufacturing time frames and finance structures.
• Forecasting discipline — accurate, honest pipeline management.

QUALIFICATIONS

• 5–10+ years of B2B/B2G (business-to-government) sales or capture experience, ideally in government contracting, disaster/emergency services housing, or modular/manufactured housing sold into public agencies.
• Demonstrated track record of meeting or exceeding quota in a complex, multi-stakeholder sale with 3–12 month cycles.
• Direct experience selling into government and significant relationships within the vertical strongly preferred — including candidates transitioning from agency-side roles (e.g., FEMA, emergency management, disaster housing programs).
• Familiarity with public-sector budgeting, appropriations cycles, and procurement vehicles (GSA schedules, IDIQs, BPAs, cooperative purchasing) a plus.
• Proficiency with CRM systems and disciplined forecasting practices (Salesforce, HubSpot, or similar).
• No security clearance required — this is a civilian disaster and emergency housing role, not a defense contracting position.

WHAT SUCCESS LOOKS LIKE

• Consistent quarter-over-quarter pipeline growth within the government vertical.
• Achievement of assigned revenue and pipeline targets established for the government vertical.
• Establishment of BoxHouse as a preferred or approved vendor within key government buying processes.
• Clear, actionable market feedback that shapes product, pricing, and go-to-market decisions.