B2B Business Development Manager

Opportunity at a Glance
The 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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