Lead Generation Specialist (Government Contracts)

A Lead Generation Specialist focusing on Government Contracts is responsible for identifying, researching, and qualifying potential business opportunities within the public sector. This role involves monitoring government procurement portals, analyzing Request for Proposals (RFPs) and Request for Information (RFIs), and conducting outreach to government decision-makers or prime contractors to secure contracts.

Key Responsibilities

• Market Intelligence & Research: Monitor procurement platforms (e.g., SAM.gov, state portals) to identify active solicitations, upcoming opportunities, and contract vehicles.
• Lead Identification & Qualification: Identify and prioritize potential government clients (federal, state, or local) and prime contractors to partner with.
• Outreach & Relationship Management: Engage with Contracting Officers (COs) and program managers through calls, emails, and LinkedIn to introduce company capabilities.
• Pipeline Management: Utilize CRM tools (e.g., Salesforce, HubSpot) to maintain accurate records of prospect data, interactions, and follow-ups.
• Proposal Support: Collaborate with Proposal Managers to provide background research, competitive intelligence, and initial assessments of solicitations to determine bid feasibility.
• Teaming Strategy: Identify potential partners and subcontractors for teaming opportunities to strengthen proposals.

Required Skills & Qualifications

• Experience: 2–5 years of experience in B2B lead generation, with a focus on government procurement, capture management, or business development.
• Knowledge of Procurement: Familiarity with government contracting procedures, FAR (Federal Acquisition Regulation) principles, and GSA schedules.
• Research & Analytical Skills: Proven ability to analyze complex government requirements and match them with company capabilities.
• Communication Skills: Strong written and verbal communication skills for preparing capability statements and initiating contact.
• CRM Proficiency: Advanced knowledge of CRM platforms (e.g., HubSpot, Salesforce) and database management.
• Education: Bachelor’s degree in Business, Marketing, or a related field.

Typical Performance Metrics

• Number of qualified leads added to the pipeline.
• Number of procurement opportunities identified.
• Conversion rate from initial contact to proposal stage.
• CRM data accuracy and completeness.

Work Location: Remote