Business Development Executive – Public Sector (State and Local Government)

CapTech is seeking an experienced Colorado-focused Business Development Executive. You will own business development for Colorado executive-branch agencies, departments, boards, and authorities, plus select county and municipal governments. You will collaborate with Colorado account and delivery leadership. You will be responsible for identifying strategic opportunities, developing new clients and identifying new opportunities within current accounts. While your primary focus is Colorado, you may support portfolio business development efforts in other markets; travel to other markets or CapTech offices may be required. Successful candidates should be entrepreneurial, have significant public-sector experience, a history of strong relationship management and a proven track record in selling IT consulting services to State and Local Governments. Must demonstrate strong prospecting and client facilitation of the full consulting sales cycle.  

CapTech does not assign individual quotas; we offer competitive pay plus uncapped commission. We hold this role accountable for a portfolio-level growth plan you help build, including new agency relationships opened, competitive prime contracts won, and engagements our delivery teams are proud to put their names on. 

Specific responsibilities for the Business Development Executive – Public Sector (State and Local Government) position include: 

Own the Colorado pipeline 

• Build and maintain a named-account plan for the State of Colorado: which agencies, which programs, which funding streams, which decision makers, and what we are going after in each over the next 24 months. 

• Work the pipeline end to end – originate, qualify, shape, price, and close. Advance the opportunities we can both win and deliver well, and kill the ones we can't, early and without drama. 

• Track the legislative and budget cycle, federal pass-through funding, and agency IT roadmaps so we are in front of a procurement well before it posts. 

• Keep the CRM current enough that portfolio and firm leadership can forecast from it. 

Lead our solicitation response effort 

• Run capture planning before an RFP exists: intelligence gathering, incumbent assessment, competitive positioning, teaming and subcontractor decisions, and the go/no-go recommendation. 

• Shape solicitations legitimately and early, including RFI responses, market research submissions, capability briefings, demonstrations, and vendor Q&A. 

• Actively write and shape the response, not just review it. You will own win themes and the executive summary, write or heavily edit the approach and management sections, drive pricing strategy with portfolio leadership, and hold the capture team accountable.  

• Navigate Colorado procurement mechanics, including competitive solicitations, sole source and emergency justifications, statewide price agreements, and cooperative contract vehicles. 

Sell as a team with delivery leadership 

• Partner day to day with portfolio and account leaders to set targets, growth objectives, and pursuit priorities, then execute them together. 

• Coach delivery leaders into confident, effective sellers. Prep them for client meetings, debrief with them afterward, teach them to recognize and qualify an opportunity inside their own accounts, and build the pursuit rhythms and habits that outlast any single deal. 

• Mine existing accounts with the delivery teams who serve them. 

• Transition wins cleanly to delivery, then stay close enough to protect the client experience and spot the follow-on. 

Represent CapTech in the Colorado market 

• Be visible and known at agency events, state IT community forums, industry associations, and the national bodies our clients belong to. 

• Act as a genuine advisor to agency executives on strategy, outcomes, and where technology actually helps.  

• Feed market intelligence back into the portfolio, including trends, competitor moves, procurement patterns, and the capability gaps we should close.