Business Development Manager- Public Sector Staffing

Business Development Manager- Public Sector Staffing

Req number:

R8145

Employment type:

Full time

Worksite flexibility:

Hybrid

Who we are

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.

Job Summary

We are looking for a motivated Business Development Manager - Public Sector Staffing to take us to the next level! If you have experience selling staffing within the Public Sector space and are looking for your next career move, apply now.

Job Description

The Business Development Manager- Public Sector Staffing will drive new business growth primarily across CAI's Public Sector staffing business, with a core focus on the Texas market alongside targeted opportunities with state, local, and education (SLED) clients nationally. The role will also have exposure to Commercial accounts, supporting cross-sector opportunities where CAI's staffing, workforce, and service delivery capabilities align with client needs. Reporting to the Executive Director, Public Sector, this role will be responsible for identifying, developing, and converting new client relationships into revenue-generating staffing and workforce solutions.

The Manager will own business development activities from prospecting and account mapping through client engagement, opportunity qualification, proposal, negotiation, and award. This individual will work closely with Recruiting, Service Delivery, and Proposal Development teams to develop staffing solutions that address client workforce needs, including staff augmentation, contingent labor, project-based staffing, Managed Service Provider (MSP) programs, and related workforce solutions. This position is full-time and remote , based in or near the Austin Texas market, with approximately 50% travel for client meetings, conferences, networking events, and occasional in-person leadership sessions.

What You'll Do

Market & Competitive Intelligence

• •Monitor staffing, workforce, and labor market trends, client hiring activity, procurement activity, and competitive conditions across Texas and priority national markets
• •Identify organizations with significant contingent labor, IT staffing, professional staffing, and workforce solution needs
• •Maintain current competitor profiles across CAI's core staffing and workforce solution areas
• •Research prospective clients, incumbent staffing providers, MSP/VMS environments, contract vehicles, and upcoming procurement opportunities to identify potential entry points for CAI

Growth Strategy & Pipeline

• •Identify, research, prospect, and qualify net-new clients within target markets to build and maintain a robust staffing sales pipeline
• •Develop and execute a strategic outbound business development plan, including account mapping, prospecting, networking, stakeholder engagement, and targeted outreach across Texas and priority national accounts
• •Build relationships with hiring managers, procurement leaders, IT executives, workforce leaders, and other decision-makers responsible for contingent labor and professional services
• •Identify client workforce challenges and position CAI's staff augmentation, contingent labor, MSP, project staffing, and related workforce solutions to address those needs
• •Maintain meticulous tracking and management of prospecting activity, opportunities, pipeline progression, revenue potential, and next steps within the CRM platform
• •Leverage existing contract vehicles, cooperative purchasing agreements, and CAI client relationships (e.g., NASPO, Sourcewell, DIR) to expand into new agencies, departments, and accounts
• •Partner with internal leadership to establish account growth strategies, revenue targets, and measurable business development goals

Marketing & Market Positioning

• •Collaborate with CAI's Marketing team on targeted campaigns, outreach strategies, and thought leadership that generate staffing leads and strengthen CAI's presence within priority markets
• •Attend conferences, procurement events, industry associations, and networking events to develop relationships with prospective clients and strategic partners
• •Contribute to staffing capability materials, one-pagers, case studies, success stories, and other sales enablement materials used throughout the business development process

Client Engagement & Pre-Sales

• •Build and maintain relationships with prospective and existing agency and commercial stakeholders, including procurement, IT leadership, HR, talent acquisition, and hiring managers
• •Conduct discovery conversations to understand client workforce strategies, hiring challenges, skill gaps, contingent labor usage, supplier models, and upcoming staffing demand
• •Serve as a consultative staffing partner by translating client workforce needs into appropriate CAI staffing and service delivery solutions
• •Develop account strategies designed to move prospects from initial engagement through qualified opportunity, contract execution, requisition activity, and ongoing account growth
• •Support capture planning ahead of expected staffing solicitations and workforce opportunities by developing relationships and understanding client priorities before formal procurement begins

Bid & Proposal Support

• •Partner with CAI's Proposal Development team on RFx responses related to staffing, contingent labor, MSP, workforce solutions, and professional services
• •Provide client intelligence, competitive insights, staffing strategy, and market knowledge to strengthen proposal responses and differentiate CAI's approach
• •Support staffing rate development, pricing strategy, margin considerations, and negotiation in partnership with internal leadership
• •Coordinate with Vertical Executives, Recruiting, and Service Delivery leaders to ensure proposed staffing solutions can be effectively recruited, delivered, and scaled
• •Maintain client relationships throughout procurement, negotiation, award, implementation, and transition to account delivery

What You'll Need

Required:

• •5-7+ years of progressive experience in staffing business development, staffing sales, account management, or workforce solutions, with demonstrated responsibility for developing net-new business
• •Proven experience selling staff augmentation, contingent labor, IT/professional staffing, MSP, or related workforce solutions
• •Demonstrated success prospecting for new clients, developing executive and hiring-manager relationships, and converting opportunities into active staffing accounts and revenue
• •Proven track record of meeting or exceeding sales, gross profit, revenue, or new-business targets
• •Experience navigating public sector procurement and/or selling staffing solutions to state, local, education, or other government clients
• •Working knowledge of Texas state/local government procurement, along with general SLED procurement and cooperative contracting vehicles (e.g., NASPO, Sourcewell, DIR)
• •Experience working within MSP/VMS environments and an understanding of contingent workforce programs, staffing rate structures, markups, margins, and supplier performance expectations
• •Ability to conduct effective client discovery and translate workforce challenges into staffing and service solutions
• •Strong prospecting, networking, relationship-building, negotiation, and closing skills
• •Excellent communication and interpersonal skills, with the ability to engage hiring managers, procurement professionals, and executive-level stakeholders
• •Strong strategic, analytical, and problem-solving skills
• •Ability to work independently while partnering effect