Job Description

Job Overview: We are looking for a Lead Generation Specialist who can identify, cultivate, and maintain a pipeline of high-value federal and SLED opportunities aligned with our strategic objectives. The Lead Generation Specialist will be responsible for sourcing and qualifying opportunities within the federal and SLED markets by leveraging government portals (e.g., SAM.gov, FPDS, USAspending.gov) and/or commercial tools (e.g., GovWin). This role requires a deep understanding of government procurement processes, agency structures, and set-aside programs (8(a), SDVOSB, WOSB, HUBZone, small business, sole-source, etc.). The ideal candidate will also manage the opportunity pipeline in a CRM system such as HubSpot, engage contracting officers, craft compelling pitches, and identify potential teaming and partnership opportunities with other vendors seeking certified partners. If you are someone who can make things happen , rather than just plan them, this is the role for you. Key Responsibilities: Lead Sourcing Identify and qualify federal and SLED contracting opportunities through government portals (SAM.gov, FPDS, USAspending.gov) and commercial platforms (GovWin, etc.). Conduct thorough research on agency spending patterns, procurement forecasts, expiring contracts, and upcoming solicitations. Identify strategic partnerships Opportunity and Partnership Management Build, organize, and manage a robust opportunity pipeline aligned with company capabilities. Proactively identify and qualify partnership opportunities (teaming, subcontracting, mentor-protg arrangements) with prime contractors or small businesses seeking 8(a), SDVOSB, WOSB, HUBZone, or other certified partners. Engage and develop relationships with potential teaming partners, primes, and subcontractors. Contracting Officer and Partner Engagement Initiate and nurture relationships with government contracting officers and procurement officials. Prepare, refine, and deliver tailored pitches to agencies and potential teaming partners. Support outreach campaigns to engage both direct buyers and strategic partners. Pipeline Management and Reporting Track opportunity progression through each pipeline stage in a CRM system such as HubSpot with accurate data entry and status updates. Maintain high pipeline hygiene through regular reviews and reporting on opportunity status and partnership discussions. Strategy and Compliance Understand and leverage small business programs (8(a), HUBZone, SDVOSB, WOSB, etc.) to position the company competitively. Research and assess sole-source, set-aside, and limited competition opportunities to enhance win potential. Support compliance with procurement regulations and teaming agreements. Internal Collaboration Collaborate with business development, capture management, and proposal teams to transition leads into full capture efforts. Create qualification briefs and summaries for high-priority opportunities and partnerships. Rapid Adaptability & Decision-Making Quickly assess market changes or challenges and pivot strategies as necessary. Act decisively to remove roadblocks, resolve issues, and optimize the lead generation approach to deliver results fast. Job Requirements & Qualifications 5+ years of experience in lead generation for federal and/or SLED markets. Strong working knowledge of federal, state, local govt procurement processes, agency structures, and contracting regulations. Experience sourcing opportunities and partnerships via government portals (SAM.gov, FPDS, USAspending.gov) and tools like GovWin. Understanding of small business programs (8(a), HUBZone, SDVOSB, WOSB) and strategies for leveraging them. Proven ability to identify, initiate, and nurture teaming and subcontracting opportunities. Proficient with CRM systems like HubSpot for opportunity management and reporting. Proven Track Record: Demonstrated success in driving new business growth , securing partnerships , and penetrating new markets . Must be results-driven and capable of delivering growth against set targets. Strategic Thinking & Action-Oriented: Able to think strategically while executing quickly and effectively. Must focus on driving real results , not just planning. Accountability & Decision-Making: Must be willing to make tough decisions and quickly address issues. Preferred Qualifications Experience supporting a small business or 8(a) company in business development. Familiarity with state procurement systems (e.g., California eProcure, Texas DIR, etc.). Understanding of government contracting vehicles (GSA Schedules, BPAs, IDIQs, etc.). Experience attending federal or SLED industry days and networking events Key Attributes Action-Oriented & Results-Driven: A hands-on person who gets things done . Should be highly focused on generating immediate, tangible results. Quick Pivoting & Adaptability: Capable of adjusting strategies rapidly based on market dynamics and operational challenges. No Tolerance for Mediocrity: Holds self to high standards and drives a performance culture .