---
title: 'Business Development Representative — DoD / U.S. Air Force at Rackner'
canonical: 'https://feeny.ai/job/business-development-representative-dod-u-s-air-force-rackner-washington-tm46bcjmfyya'
type: 'job'
last_seen: '2026-10-16'
---

# Business Development Representative — DoD / U.S. Air Force at Rackner

- **Company:** Rackner
- **Location:** Washington, DC / San Antonio, TX / Boston, MA
- **Work type:** remote
- **Posted:** 2026-08-06
- **Last confirmed live:** 2026-10-16
- **Apply:** https://job-boards.greenhouse.io/rackner/jobs/4721970005

## Job description

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: Early-career 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.
- Partner with senior business development, technical, capture, and executive team members as opportunities progress.

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, prospects, partners, or external stakeholders.
- Comfort initiating conversations with people you do not already know.
- Clear written and verbal communication.
- Strong organization and consistent follow-through.
- The initiative to work independently while asking for support when needed.
- The ability to learn new markets, terminology, and technology concepts.
- Interest in federal missions, technology services, sales, or government contracting.
- Sound judgment when representing an organization externally.

Relevant experience may come from business development, sales, recruiting, partnerships, customer success, fundraising, military or government service, account support, or another relationship-driven environment.

A specific degree is not required.

Helpful, Not Required

- Exposure to the U.S. Air Force, Department of Defense, federal agencies, or government contracting.
- Previous outbound sales, account-development, recruiting, or customer-outreach experience.
- Experience using a CRM or another structured tracking platform.
- Familiarity with federal market-research or acquisition tools.
- Interest in cloud, DevSecOps, software engineering, AI/ML, cybersecurity, or data solutions.
- An active or previously held security clearance.
- Relevant sales, technology, or government contracting training or certifications.

## 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.

## About Rackner

## Company Overview
- **One-liner**: Rackner builds AI-enabled, cloud-native mission software for the US Government, applying DevSecOps, Kubernetes, and edge computing to high-consequence defense and civilian agency problems.
- **Entity Type**: Private (no disclosed funding; appears bootstrapped)
- **Headquarters**: Silver Spring, Maryland, United States (with offices in College Park, MD; Dayton, OH; Charlottesville, VA; Arlington, VA)
- **Founded**: 2015
- **Founders**: Alexander Raul (CEO), DJ Gagner (CEO), Frank Hackenburg (President) – all University of Maryland graduates

## Core Business
- **Primary industries**: IT Services & IT Consulting, Defense & Government Technology, Cloud-Native Software, DevSecOps, AI/ML
- **Target customers**: US Federal agencies (Department of Defense, Department of Homeland Security, HHS/FDA, Department of State, NOAA) and VC-backed hypergrowth startups
- **Mission statement**: “Delivering Decision Advantage Since 2015” – building mission-critical platforms that combine MLOps, DevSecOps, and cybersecurity at scale for organizations where failure isn’t an option.

## Products & Services
- **DevSecOps & Kubernetes Consulting**: Kubernetes Certified Service Provider, CNCF member. Helps organizations adopt cloud-native infrastructure and automate secure software delivery.
- **AI/ML Platform Development**: Custom inference models, MLOps pipelines, and AI-enabled decision advantage software for command and control systems.
- **Edge, IoT/Mobile & VR**: Engineering solutions that extend compute to the tactical edge.
- **Full-Stack Mission Software**: End-to-end development of cloud-native applications, from architecture to deployment, for both legacy modernization and greenfield innovation.
- **Federal Prime & Subcontracts**: Holds contracts with Platform One (DoD Software Factory), US Air Force, Army, Navy, USCIS, FDA, and others.

## Market Standing
- **Valuation / Market Cap**: Not publicly available
- **Key Metric**: Headcount ~40 employees (+56.7% YoY as of mid-2026). Active job postings: 15 (as of July 2026).
- **Notable Investors/Partners**: No external funding disclosed. Key partners: major public cloud providers (AWS, Azure, GCP), Cloud Native Computing Foundation (CNCF), DoD Platform One.
- **Growth Signals**: Expanded from startups to Fortune 500 and then into federal contracting (2019 Air Force contract marked a turning point). Year-over-year headcount growth of 56.7% indicates aggressive hiring. High LinkedIn follower growth (+7.8% YoY to 5,777). Multiple active job postings spanning engineering, program management, and capture roles.

## Competitive Advantages
- **Kubernetes Certified Service Provider & CNCF member** – deep, certified expertise in container orchestration and cloud-native tech.
- **Government market access** – holds prime and subcontracts with key defense and civilian agencies, requiring security clearances (TS/SCI) and compliance.
- **Startup agility meets mission-critical reliability** – ability to move fast while meeting DoD security and compliance standards.
- **Top employer rating** – 4.5/5 on LinkedIn (10 reviews) with strong compensation (e.g., ML Engineer ~$154k, Software Engineer ~$143k) and culture scores.

## Strategic Focus
- Deepen AI/ML capabilities for defense decision-support systems.
- Expand DevSecOps platform offerings for more federal agencies.
- Continue to hire “lifelong learners” across engineering, operations, and leadership. Job postings emphasize TS/SCI clearance and cloud-native skills.
- Build reusable products and solutions alongside custom consulting services.

## Why Work Here
- **Culture**: Values “mission obsession, engineering excellence, and effective communication.” Described as a remote-first, high-performance team where continuous learning is the operating model (free training, certifications).
- **Work Policy**: Remote-first with DC Metro headquarters; some roles require on-site presence in Dayton, OH or Charlottesville, VA for cleared work.
- **Perks**: Competitive salaries (LinkedIn estimated ranges: Software Engineer $143k, Senior DevSecOps Engineer $131k, AI/ML Engineer $154k). High employee satisfaction: 4.5/5 rating with strong scores on culture (4.4), compensation (4.5), and work-life (4.3).
- **Engineering focus**: Engineers work on bleeding-edge problems – Kubernetes, WASM, MLOps, edge computing – with real-world impact on national security. Open positions include Platform Engineer, MLOps Engineer, Senior Full Stack Software Engineer, and DevSecOps SME.

## Sources
1. [rackner.com](https://rackner.com/about/)
2. [linkedin.com](https://www.linkedin.com/company/rackner-solutions)
3. [builtin.com](https://builtin.com/company/rackner)
4. [greenhouse.io](https://job-boards.greenhouse.io/rackner)

## Other roles at Rackner

- [Kubernetes Engineer (Mid–Senior) | DoD Platform Engineering](https://feeny.ai/job/kubernetes-engineer-mid-senior-dod-platform-engineering-rackner-remote-szzk4y35csy9)
- [AI/ML Engineer — Active TS/SCI | Dayton, OH](https://feeny.ai/job/ai-ml-engineer-active-ts-sci-dayton-oh-rackner-dayton-40bc51v8dahy) — Dayton, OH
- [DevSecOps Engineer (DoD Secret | Hybrid)](https://feeny.ai/job/devsecops-engineer-dod-secret-hybrid-rackner-college-park-ya1mxmf7fzn9) — College Park, MD
- [R&D DevSecOps Engineer](https://feeny.ai/job/r-d-devsecops-engineer-rackner-remote-j8zrxsqnj26a)
- [Systems Administrator (VDI) — TS/SCI](https://feeny.ai/job/systems-administrator-vdi-ts-sci-rackner-dayton-evhdzbe6t4nz) — Dayton, OH
- [Senior Federal Business Development Executive — Defense Health](https://feeny.ai/job/senior-federal-business-development-executive-defense-health-rackner-remote-q3hephtcf3xy)
- [Senior Federal Business Development Executive — U.S. Air Force](https://feeny.ai/job/senior-federal-business-development-executive-u-s-air-force-rackner-remote-nc39njd9zyg8)
- [Application Security Engineer — Secure Mission Systems](https://feeny.ai/job/application-security-engineer-secure-mission-systems-rackner-remote-3yrqbjt701j1)
- [Frontend Software Engineer — Secure Mission Systems](https://feeny.ai/job/frontend-software-engineer-secure-mission-systems-rackner-remote-wm13mwmpxx2v)
- [AI/ML Engineer — Generative AI Mission Systems](https://feeny.ai/job/ai-ml-engineer-generative-ai-mission-systems-rackner-remote-caey6yh6f1eg)