Business Development Representative (DoD / U.S. Air Force)
Location: Washington, DC / San Antonio, TX / Boston, MA (Remote)
Clearance: Eligible for DoD Security Clearance (Top Secret preferred)
Travel: Up to 2x per quarter (customer meetings, industry events)
Compensation: $65,000–$75,000 base (DOE) + commission
About the Role
Rackner is hiring a Business Development Representative (BDR) to support federal growth across the U.S. Air Force and broader Department of Defense market.
This is an early-career, front-line federal BD role for someone who is comfortable actively calling and emailing customers, identifying opportunities, and driving early conversations forward. You’ll work independently day-to-day, with support from Rackner’s leadership team, and gain hands-on exposure to how federal business is developed from first contact to qualified opportunity.
This role focuses on market research, outbound outreach, and pipeline development.
How You’ll Contribute
Market Research & Opportunity Identification
- Research federal opportunities aligned to Rackner’s services in DevSecOps, software engineering, cloud, AI/ML, and cybersecurity
- Monitor sources such as SAM.gov, Air Force acquisition forecasts, and public DoD planning materials
- Identify early indicators of upcoming opportunities (market research, RFIs, industry days)
- Summarize findings into concise insights for leadership
Outbound Customer Outreach
- Conduct active phone and email outreach to prospective Air Force and DoD customers
- Schedule introductory meetings and capability briefings
- Prepare basic background notes and agendas for customer conversations
- Independently manage follow-ups and next steps
Pipeline & CRM Ownership
- Maintain and update the federal opportunity pipeline using tools such as Monday.com or Deltek GovWin
- Track customer contacts, opportunity status, next actions, and probability of win
- Support lightweight pipeline reporting and updates for leadership review
Federal BD Enablement
- Build familiarity with Air Force missions, organizations, and acquisition processes
- Learn how federal opportunities progress from early discovery to solicitation
- Support ad-hoc research and coordination tied to business development efforts
What We’re Looking For
Core Qualifications
- 0–2 years of experience in business development, sales, customer outreach, research, or client-facing roles
- Comfortable making outbound calls and emails to prospective customers
- Strong written and verbal communication skills
- Organized, self-directed, and comfortable managing work independently
- Curious, proactive, and eager to learn federal business development
- Comfortable using tools such as Google Workspace, CRM platforms, and presentation tools
Prior federal BD experience is not required. We’re looking for strong communication skills, initiative, and learning ability.
Helpful, Not Required
- Exposure to DoD or U.S. Air Force environments
- Familiarity with Deltek GovWin, Monday.com, Salesforce, or similar CRM tools
- Interest in technology topics such as cloud, DevSecOps, or AI
- Internship, coursework, or certifications related to sales or government contracting
- SkillBridge or military-adjacent experience
What Will Make You Successful
- You’re comfortable initiating conversations with new customers
- You follow through and take ownership of outreach and pipeline tasks
- You communicate confidently and professionally with customers and internal leaders
- You’re competitive, motivated, and enjoy building momentum
- You’re interested in growing a career in federal business development or consulting
Who We Are
Rackner is a software consultancy delivering cloud-native, mission-driven solutions across the public and private sectors. We specialize in DevSecOps, AI/ML, modern application development, and systems architecture, helping customers modernize critical systems with secure, scalable technology.
Benefits & Additional Information
- $65,000–$75,000 base + commission
- 401(k) with 100% matching up to 6%
- Highly competitive PTO
- Medical, Dental, Vision
- Life insurance and short- & long-term disability
- Industry-leading weekly pay schedule
- Home office & equipment plan
- Company-paid training and certification support
- Fitness/gym membership eligibility, swag, snacks & team events
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