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How much do federal business development jobs pay per year?

As of Aug 21, 2026, the average yearly pay for federal business development in the United States is $85,602.00, according to ZipRecruiter salary data. Most workers in this role earn between $61,000.00 and $100,000.00 per year, depending on experience, location, and employer.

What is a federal business development?

A Federal Business Development job focuses on identifying, pursuing, and securing business opportunities within the U.S. government sector. Professionals in this role develop relationships with federal agencies, understand government procurement processes, and align their company's offerings with agency needs. They analyze market trends, track government contracts, and collaborate with proposal teams to submit competitive bids. Strong knowledge of federal regulations, budgeting cycles, and contract vehicles is essential.

What are some typical challenges faced in a federal business development role?

Federal Business Development professionals often encounter challenges such as long and complex procurement cycles, stringent compliance requirements, and maintaining up-to-date knowledge of evolving federal regulations. Navigating multiple stakeholder relationships within government agencies and competing against established contractors can also pose difficulties. However, these challenges are part of what makes the role dynamic and rewarding, as overcoming them requires strategic thinking, persistence, and collaboration with cross-functional teams like proposal writers, legal experts, and technical staff. By proactively addressing these challenges, you can help your organization secure significant government contracts and foster lasting client partnerships.

What are the key skills and qualifications needed to thrive in federal business development, and why are they important?

To excel in Federal Business Development, you need a deep understanding of federal procurement processes, government contracting regulations (such as FAR), and sales strategy, often backed by experience or a relevant degree. Familiarity with CRM platforms, contract management tools, and certifications like Certified Federal Contracts Manager (CFCM) are highly advantageous. Outstanding networking, relationship-building, and persuasive communication skills help candidates distinguish themselves in this field. These competencies are vital for navigating the complexities of federal contracting and driving business growth within governmental markets.

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federal business development jobs near you
Infographic showing various Federal Business Development job openings in the United States as of August 2026, with employment types broken down into 1% As Needed, 83% Full Time, 14% Part Time, and 2% Contract. Highlights an 90% Physical, 3% Hybrid, and 7% Remote job distribution, with an average salary of $85,602 per year, or $41.2 per hour.

Federal Business Development and Sales Manager

safariland

West Springfield, MA

Full-time

Posted 7 days ago

Safariland rating

6.9

Company rating: 6.9 out of 10

Based on 8 frontline employees who took The Breakroom Quiz

Job description

SUMMARY
 

The Federal Business Development & Sales Manager is responsible for developing, managing, and expanding sales opportunities across the U.S. Federal Government, Department of War (DoW), federal agencies, law enforcement, and public safety markets. This role leads strategic business development efforts by identifying and capturing new business opportunities, managing key customer relationships, supporting government proposal development, and executing sales strategies that drive revenue growth. The position requires a strong understanding of federal procurement, government contracting, and the full business development lifecycle, while collaborating across multiple internal departments to deliver customer-focused solutions.

RESPONSIBILITIES

  • Developing a detailed understanding of products, sales objectives and strategies, pricing and delivery policies and practices.
  • Develop and execute strategic federal business development and sales plans that align with corporate growth objectives.
  • Maintain working knowledge of the Federal Acquisition Regulation (FAR), Defense Federal Acquisition Regulation Supplement (DFARS), SAM.gov, GSA Schedules, IDIQ contracts, BPAs, GWACs, OTA agreements, and DLA procurement processes.
  • Identify, qualify, and pursue new business opportunities within DoW, federal agencies, law enforcement, and public safety organizations.
  • Build and maintain a robust sales pipeline while achieving established revenue, profitability, and growth targets.
  • Establish and maintain key relationships with senior leaders, contracting officials, logistical personnel, end users, prime contractors, and distribution partners.
  • Assume ownership of presentations, proposals, and other documents including RFI, RFP, and RFQ responses.
  • Conduct market research and competitive analysis to identify emerging opportunities, customer requirements, and industry trends.
  • Managing the execution of the sales process and leveraging appropriate resources to secure sales.
  • Conduct presentations and training demonstrations for Cyalume products.
  • Prepare accurate sales forecasts, pipeline reviews, customer visit reports, executive dashboards, and monthly business reviews.
  • Communicate product improvements and recommendations that originate in and from the end user.
  • Utilized automated forecasting tools and CRM to track all opportunities and prospect/customer related information. 
  • Provide functional and technical guidance by representing the company at military installations, industry conferences, trade shows, demonstrations, and customer meetings.

QUALIFICATIONS

  • Bachelor’s degree in business, Marketing, Military Science, or 15-20 years in federal service experience required.
  • Minimum of 5-7 years of proven experience in business development and sales within the federal markets.
  • Strong knowledge of US Government and DoW acquisition processes and procurement regulations.
  • Experience selling defense, tactical, public safety, or mission-critical products and services.
  • Knowledge of government contract vehicles, distributor management, and channel partner development.
  • Must have the ability to access government facilities and military installations
  • Aggressive, self-motivated hunter and gatherer with a solid sales track record. 
  • Ability to penetrate and sell to government decision makers.
  • Must be an articulate, persuasive, and passionate communicator. 
  • Ability to travel up to 60% of the time.

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