Business Development Manager

Description

Volanno is seeking a Sales Manager to lead sales for DataTalk, manage business development and capture activities, and support opportunities involving airport data and information systems. This role will manage the opportunity pipeline in HireGov and help support or lead FAA and other client projects as needed.

Requirements

Key Responsibilities

• Lead the DataTalk sales process, including prospecting, client outreach, product demonstrations, proposals, negotiations, and closing.
• Develop a sales plan with defined target markets, revenue goals, and account priorities.
• Manage the HireGov pipeline by reviewing opportunities, assessing fit, tracking deadlines, and maintaining accurate status and next steps.
• Lead capture activities for qualified opportunities, including customer research, teaming discussions, pursuit planning, and bid/no-bid recommendations.
• Coordinate with leadership and technical teams to develop proposals, pricing, and presentations that address customer needs.
• Apply airport data, FAA, and AGIS experience to identify opportunities, understand client requirements, and support project delivery.
• Support or lead assigned projects, coordinating schedules, deliverables, client communication, and internal resources.
• Report weekly on sales and capture progress, pipeline value, upcoming decisions, and barriers requiring leadership support.

Performance Goals

The following are proposed initial targets, to be finalized with leadership based on sales cycles, contract size, and assigned project workload:

• Within 30 days: Review the existing pipeline, complete DataTalk product training, and establish a prioritized target account list.
• Within 60 days: Present a sales and capture plan with quarterly revenue, bookings, and qualified pipeline targets.
• Monthly: Complete at least 20 targeted prospect outreach activities, hold five prospect or partner meetings, and coordinate three DataTalk demonstrations.
• Monthly: Add at least three qualified opportunities to the pipeline, each with a documented customer need, next step, and estimated timeline.
• Weekly: Update all active HireGov opportunities with an owner, status, deadline, and next action.
• For assigned pursuits and projects: Meet all agreed submission and delivery deadlines and flag risks early.

Qualifications

• Experience in sales, business development, or capture management for technology solutions or government services.
• Experience with FAA programs, airport data and information systems, or AGIS.
• Ability to manage an opportunity pipeline and coordinate government contracting pursuits.
• Strong presentation, relationship management, proposal development, and project coordination skills.
• Ability to explain technical products clearly and balance sales goals with project responsibilities.