Opportunity at a GlanceThe B2B Business Development Manager is a hybrid role responsible for strategic account management and new business development with a primary focus on U.S. federal government accounts and a secondary focus on state and local government opportunities. This role serves as the commercial relationship owner for assigned federal agencies and departments-driving retention, expansion, and revenue growth within existing accounts while also identifying, pursuing, and closing new logos and long-term partnerships through consultative engagement, structured account planning, and close cross-functional coordination.
The ideal candidate brings a strong track record in navigating federal government buying processes, complex sales cycles, and procurement regulations, along with the ability to build credibility with law enforcement, regulatory, and other public-sector stakeholders in a B2B environment. Just as importantly, this person should understand the financial services landscape-especially financial crime-related issues such as anti-money laundering, fraud, sanctions, and broader compliance risk-so they can connect ACAMS' solutions to the real-world challenges facing government interactions with the financial-sector. Familiarity with state and local procurement channels is a plus and will support broader market expansion.
Responsibilities- Own and grow a portfolio of U.S. federal government accounts, serving as the primary relationship lead for retention, expansion, and new business development, while supporting select state and local opportunities
- Develop and execute account strategies that prioritize federal agency growth, identify adjacent state and local opportunities, and build durable relationships across agency stakeholders
- Manage complex public-sector sales cycles, with emphasis on federal budgeting timelines, procurement pathways, pricing, contract negotiations, and compliant proposal development, while navigating state and local purchasing processes as needed
- Lead or support RFQ, RFP, and related government submissions by coordinating cross-functional inputs and helping shape compelling, compliant responses
- Partner closely with internal leadership, product, marketing, operations, and delivery teams to ensure a seamless client experience across onboarding, renewals, and expansion
- Maintain disciplined pipeline management, accurate forecasting, CRM hygiene, and executive-level reporting
- Represent the organization in meetings, briefings, conferences, and strategic partnership discussions within the government market
- Based in Washington, DC on a hybrid schedule
Qualifications- 5-10 years of successful B2B sales experience, account management, or business development, with significant focus on U.S. federal government and public-sector sales; exposure to state and local government is a plus
- Demonstrated success managing complex sales cycles and account renewals within government or highly regulated environments
- Strong understanding of federal government procurement processes, budget cycles, and contracting frameworks, with familiarity in state and local procurement structures
- Demonstrated experience writing and winning RFQs, RFPs, and other government proposal responses
- Proven ability to build executive-level relationships and manage multiple stakeholders
- Excellent communication, presentation, and negotiation skills
- Highly organized, data-driven, and comfortable managing pipeline, forecasts, and executive-level reporting
Preferred Qualifications- Experience supporting federal law enforcement, regulatory agencies, or civilian agencies, with additional exposure to state and local government organizations preferred
- Familiarity with federal contracting vehicles and acquisition frameworks, including GSA schedules and IDIQs, as well as relevant state and local cooperative contracts or grant-funded programs
- Background in professional services, training, certifications, or subscription-based solutions
- Experience working cross-functionally in a matrixed organization
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