Business Development Representative — DoD / U.S. Air Force

Location: Remote, United States; preference for candidates near Washington, DC, San Antonio, TX, or Boston, MA

Travel: Up to twice per quarter

Employment type: Full-time

Role type: Individual contributor

Compensation: $65,000–$75,000 base salary, based on job-related experience, plus commission

Clearance: A current security clearance is not required to start. The ability to obtain and maintain a U.S. government security clearance may be required for future work.

Help Build Rackner’s Air Force Business

Rackner is seeking a Business Development Representative to help create new opportunities across the U.S. Air Force and broader Department of Defense market.

This is a hands-on role for someone who communicates well, takes initiative, and wants to build a career in federal business development.

You will research prospective customers, conduct phone and email outreach, develop new relationships, and maintain consistent follow-up. You will manage much of your day-to-day activity independently while working with Rackner’s executive, technical, capture, proposal, and delivery teams as opportunities develop.

Prior federal business development experience is helpful, but it is not required. We welcome early-career professionals, career changers, and transitioning service members with relevant transferable experience.

What You Will Do

Research Air Force and DoD organizations, programs, prospective customers, and market activity.
Identify potential opportunities aligned with Rackner’s technology services.
Initiate professional phone, email, and LinkedIn outreach to customers and partners.
Secure introductory meetings and capability conversations.
Prepare for outreach and customer discussions using relevant account research.
Maintain accurate contacts, activity, opportunities, and next steps in Rackner’s CRM.
Follow up consistently and help move promising conversations toward defined next actions.
Share useful customer and market observations with the broader growth team.
Participate in selected customer meetings, conferences, and industry events.
Collaborate with business development, technical, and leadership teams as opportunities develop.

This role focuses on front-end business development and pipeline creation. It does not initially own formal capture plans, proposal strategy, or mature federal pursuits.

What You Bring

You may be a strong fit if you have:

Experience communicating professionally with customers, partners, or other external stakeholders
Comfort initiating conversations and following up with new contacts
Clear written and verbal communication
Strong organization and follow-through
Initiative to work independently while knowing when to ask for support
Curiosity and the ability to learn unfamiliar markets, technology, and customer environments
Interest in federal missions, technology services, sales, or government contracting

Relevant experience can come from a variety of professional, military, educational, or customer-facing environments.

A specific degree is not required.

Helpful, Not Required

Exposure to the U.S. Air Force, Department of Defense, or government contracting
Previous business development, sales, or customer-outreach experience
Experience using a CRM or similar tracking platform
Familiarity with federal market research or acquisition tools
Interest in cloud, DevSecOps, software engineering, AI/ML, cybersecurity, or data
An active or previously held security clearance

Why Rackner

At Rackner, you will have the opportunity to build a practical foundation in federal business development while supporting technology work across defense and public-sector missions.

You will do more than observe customer conversations or update a spreadsheet. You will research accounts, initiate outreach, develop relationships, and see how early market activity becomes qualified federal pipeline.

Rackner is expanding its business development team across Air Force, Defense Health, and adjacent federal markets. As the team grows, you will gain exposure to experienced federal growth professionals and work across executive, technical, capture, proposal, and delivery functions.