The Federal Capture Analyst plays a critical role in building and sustaining Mark43’s long-term federal pipeline.
This role is designed for someone who thrives in strategic outbound prospecting, structured qualification, research-driven engagement, and long-cycle deal support.
This role supports both outbound prospecting and inbound federal lead follow-up, contributes to event execution and post-event pipeline development, and maintains rigorous CRM and account documentation standards.
This role requires working familiarity with the federal acquisition lifecycle and how requirements move from market research to solicitation to award.
You will routinely leverage SAM.gov (opportunities and contracting office context) and contract-spend systems such as SAM Data Bank / USASpending / FPDS to generate actionable account intelligence, identify incumbent posture, and inform early capture decisions.

2–4 years of experience supporting federal or public-sector sales, ideally in a SaaS, GovTech, or B2G environment
Experience prospecting into or supporting U.S. federal agencies, including familiarity with long buying cycles and multi-stakeholder environments
A demonstrated ability to qualify early-stage opportunities and book meaningful discovery meetings with sales or business development leaders
Working familiarity with the Federal Acquisition Regulation (FAR) and how it shapes acquisition pathways, evaluation posture, and solicitation terms
Practical experience conducting market and contract research using SAM.gov and contract-spend repositories (e.g., SAM Data Bank / USASpending / FPDS) to identify incumbents, contracting activity, and competitive dynamics.
Strong written and verbal communication skills, with the ability to engage thoughtfully with federal stakeholders
Experience maintaining high-quality CRM documentation, including account notes, stakeholder intelligence, and qualification details
Strong research and organizational skills, with the ability to manage multiple federal accounts over extended time horizons
A self-directed, accountable working style with comfort operating in a structured but evolving role
Interest in public safety, federal modernization, or mission-driven technology
Bachelor’s degree preferred

Federal Capture Analyst – SDR

Key skills