Federal Government Business Development Manager

The Federal Government Sales Representative will be responsible for driving business growth by selling Iris ID’s products and services to federal government agencies. The representative will manage relationships, facilitate the procurement process, and navigate complex federal contracting requirements.

Strategic Focus: Federal Access Control, Workforce Management, Identity Platform & Law Enforcement Applications

Securing Federal Access Control with Advanced Biometrics

Federal agencies face increasing security challenges across critical infrastructure and sensitive environments. Traditional credentials are vulnerable to theft and misuse. Eliminate credential sharing and unauthorized access by enabling non-transferable identity verification through iris recognition data on fed employee credentials. Iris ID products integrated with PACS via OSDP, Wiegand, and REST APIs to support federal security and identity assurance standards.

Advancing Law Enforcement & Public Safety

Iris recognition delivers extremely low false match rates and long-term stability for large-scale identification. Establishing new and managing current partnerships with solutions providers to support booking & Identification, watchlist Screening, Border & Immigration Security, Mobile & Field Operations and Interagency Data Sharing opportunities. 

Key Responsibilities

Sales Development & Strategy

• Identify and pursue new business opportunities within federal agencies.
• Develop and implement a sales strategy to meet or exceed sales targets.
• Engage in direct outreach and relationship-building with federal procurement officers, contract managers, and other decision-makers.
• Attend government events, conferences, and trade shows to promote company offerings, in Washington DC area.
• Cultivate R&D funding opportunities with federal government agencies.

Proposal Development

• Lead and/or support the preparation of Requests for Proposal (RFPs), Requests for Information (RFIs), and other government solicitations.
• Ensure all proposals and contracts are compliant with federal government rules, regulations, and procurement standards.
• Work closely with Iris ID management team to review contract terms and pricing models.

Opportunity Management

• Manage ongoing opportunities and ensure timely delivery of products and services to federal clients or systems integrators. In most cases these will be indirect. 
• Maintain detailed records of communications and sales activity using CRM software.
• Address any post-sale issues and ensure high customer satisfaction levels are maintained.

Market Intelligence & Reporting

• Monitor changes in government policies, regulations, and budgets that may impact sales opportunities.
• Provide regular sales forecasts, market insights, and competitive analysis to management.
• Prepare and deliver reports on sales performance, including tracking revenue, win/loss ratios, and pipeline health.

Relationship Management

• Develop and maintain strong relationships with key decision-makers within federal agencies.
• Serve as the primary point of contact for federal clients and systems integrators, ensuring their needs are met.
• Collaborate with internal teams to ensure the successful execution of contracts and long-term customer satisfaction.

Skills:

• Strong understanding of government process and the federal procurement cycle.
• Excellent communication and interpersonal skills, with the ability to interact with various levels of government personnel.
• Ability to create persuasive presentations and proposals.
• Detail-oriented with strong organizational and time management skills.
• Proficiency in CRM systems (e.g., Salesforce), Microsoft Office Suite, and government contracting platforms (e.g., SAM.gov, FedBizOpps). Iris ID will provide training tools for Salesforce (CRM) to use it efficiently. 

Other Requirements:

• Ability to obtain and maintain security clearance (if required for certain government contracts).
• Ability to travel as needed to attend client meetings, conferences, and other sales-related events.

Preferred Qualifications

• Existing relationships with federal agencies or contractors preferred.
• Experience with specific government programs or departments (e.g., Department of Homeland Security, General Services Administration).
• Knowledge of government pricing structures and contract types (e.g., Firm-Fixed-Price, Time and Materials).