Business Development Director - Federal Government

Our team at Blackline Safety is growing! As a people-driven technology company, with a mission to make sure every worker returns home safely, we drive innovation, practice resiliency, demonstrate leadership, go the extra mile for our customers, and empower our people to be their best.

The Government & Federal Sales Manager is responsible for driving revenue growth within the U.S. and Canadian government sectors, including federal, state/provincial, and municipal agencies. This role involves developing and executing strategic sales initiatives, managing key government contracts, and fostering relationships with procurement officers, program managers, and safety professionals. 

Key Responsibilities: 

• Develop and implement a comprehensive government sales strategy to achieve revenue targets. 

• Identify, pursue, and secure new business opportunities with federal, state/provincial, and local government agencies. 

• Manage and maintain relationships with key government decision-makers, procurement officers, and influencers. 

• Navigate complex government procurement processes, including RFQs, RFPs, and GSA/Standing Offer contracts. 

• Work collaboratively with internal teams, including marketing, product management, and customer success, to tailor solutions for government clients. 

• Stay current with federal and state/provincial safety regulations and policies affecting government agencies. 

• Lead presentations, product demonstrations, and training sessions for government stakeholders. 

• Represent Blackline Safety at industry trade shows, conferences, and networking events relevant to the government sector. 

• Provide regular sales forecasts, pipeline updates, and market intelligence to leadership. 

Qualifications & Experience: 

• 5+ years of sales experience in government or federal contracting, ideally in safety, industrial, or technology solutions. 

• Proven track record of success in securing government contracts and driving revenue growth. 

• Strong understanding of federal and state/provincial procurement processes and regulations. 

• Experience with GSA Schedules, cooperative purchasing agreements, and government bid processes. 

• Excellent communication, negotiation, and presentation skills. 

• Ability to work independently while collaborating effectively with cross-functional teams. 

• Familiarity with CRM tools such as Salesforce or similar platforms. 

• Willingness to travel as needed (up to 50% travel may be required). 
• Must possess or be eligible to obtain a government security clearance

Preferred Qualifications: 

• Experience in safety technology, gas detection, or connected worker solutions. 

• Existing relationships with government procurement officers or decision-makers. 

• Knowledge of compliance and regulatory requirements for workplace safety in government environments. 

• Security clearance or experience in obtaining necessary clearance levels 

Why Join Blackline Safety? 

• Be part of an industry leader in connected safety technology. 

• Work with cutting-edge solutions that make a real impact on worker safety. 

• Competitive salary, commission structure, and benefits package. 

• Opportunities for professional growth and career advancement. 

About Blackline Safety

Blackline Safety is a world leader in the development and manufacturing of wirelessly connected safety products. We offer the broadest and most complete portfolio available in the industry. Our products are designed to save lives and we monitor personnel working alone in populated areas, complex indoor facilities, and the remote reaches of our planet. Blackline’s products are used to keep people safe in the event of falls, missed check-ins, man-downs, and exposure to explosive or toxic gas. Our design, development, sales, marketing, support, and production are all performed in-house at our headquarters in Calgary, AB. Blackline Safety is a publicly-traded company (TSX: BLN). To learn more about our company visit

Blackline Safety is powered by the diversity of our talented employees. We are an equal opportunity employer. We consider all applicants, regardless of age, religion, race, color, ancestry, gender, gender identity or expression, disability, national origin, race, or sexual orientation. We enthusiastically encourage all individuals to apply for positions that fit their passions.

Disclaimer:

Please be advised that Blackline Safety does not request payment or personal financial information at any stage of the recruitment process. Be cautious of any unsolicited job offers or communications that appear suspicious.