The posting
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.
Your work will be visible, your professional development will be supported, and you may earn greater responsibility for account development and opportunity qualification as your capabilities grow.
Rackner has delivered more than $30 million in recent federal awards and supports mission-critical work across defense, civilian, and public-sector environments.
Benefits & Professional Growth
- Base salary plus commission
- Company-supported certifications aligned with current and future program work
- 401(k) with 100% company match up to 6%
- Medical, dental, vision, life, and disability coverage
- Paid time off and company holidays
- Remote-work support and home-office equipment plan
- Fitness and wellness reimbursement
- Weekly pay schedule
- Professional-development and future growth opportunities
Apply
This opportunity may be a strong fit if you want to develop federal business development experience, are comfortable initiating professional conversations, and are motivated to help build new customer relationships.
Prior GovCon experience is valued but not required. Transitioning service members, veterans, military spouses, career changers, and early-career professionals are encouraged to apply. Military service is not required.
Rackner is an equal opportunity employer. Employment decisions are made without regard to any status protected by applicable law.
