Job Description

Roles & Responsibilities

Our client operates within the public-sector and infrastructure space, focusing on identifying government purchasing opportunities, analyzing market intelligence, and supporting strategic sales growth through data-driven insights. They leverage bid intelligence platforms, municipal data, and AI-enabled workflows to uncover early-stage opportunities, strengthen competitive positioning, and support collaboration between sales and product management teams in a fast-paced B2G environment.

Role Overview

The B2G Market Development Lead will serve as the primary operator and strategist for the company s public-sector intelligence and bidding platforms. This role is responsible for identifying municipal and state-level opportunities, managing complex bid platforms, qualifying leads, and supporting sales teams through actionable market intelligence. The position also plays a key role in surfacing industry trends and recommending new product opportunities to strengthen the company s competitive positioning in the B2G market.

Key Responsibilities

Operate and manage platforms including CivicIQ, BidPrime, BuildersConnected, and municipal portals such as WVOasis
Monitor platforms daily to identify high-intent buying signals and upcoming RFP opportunities before official postings
Analyze agency board minutes, budget documents, and transcripts to uncover future infrastructure projects

Lead Development & Sales Partnership

Qualify opportunities and gather preliminary project details before transitioning leads to the sales team
Conduct initial outreach to prospective public-sector contacts to initiate engagement
Ensure seamless hand-off of qualified opportunities to sales representatives with complete contextual information
Provide post hand-off support including status tracking and project continuity updates without participating in pricing or solution discussions
Maintain active communication with sales managers to align on vertical-specific priorities and targets

Product Strategy & Market Intelligence

Identify emerging trends and shifts in municipal spending, including areas such as EV infrastructure and wastewater mandates
Provide data-driven recommendations to Product Management regarding new products, brands, or technical capabilities
Conduct competitive analysis of winning bids to support pricing strategy and product positioning improvements

AI Enablement

Leverage AI tools and workflows to operate bid platforms and intelligence systems more efficiently
Build and optimize AI-driven systems, dashboards, and workflows that streamline research and surface opportunities faster
Continuously refine AI-enabled processes to improve operational scalability and market intelligence capabilities

Desired Candidate Profile

Qualifications

3+ years of experience in sales development, lead generation, or market research
Familiarity with CRM systems such as HubSpot or Salesforce and business intelligence tools
Experience working with AI tools and workflow automation systems
Prior experience in B2B/B2G sales, government procurement, or market research is a plus
Experience with municipal bidding platforms such as CivicIQ, BidPrime, BuildersConnected, WVOasis, or equivalent is a plus
Experience building dashboards or AI-driven systems for research and reporting is a plus

Skills

Strong written and spoken English communication skills
Ability to quickly learn and navigate US-based bid intelligence platforms and municipal portals
Data-driven mindset with strong attention to detail when reviewing budgets, contracts, and market trends
Strategic thinking with the ability to connect multiple data points into actionable sales opportunities
Proactive communication skills with the ability to coordinate effectively across teams
Strong technical literacy and comfort navigating complex, data-heavy systems
Analytical rigor and detail-oriented approach to research and documentation
Self-starter mentality with the ability to operate independently and proactively identify priorities and blockers
Comfortable building workflows around AI tools and continuously improving processes

B2G Market Development Lead Scale Army

B2G Market Development Lead
Scale Army