Government Commercial Lead

About the role

This Government Commercial Lead role sits within BoxHouse’s Government vertical of its high quality, rapidly deployable manufactured home business, covering both direct sale and lease structures. The position owns the complete deal cycle—sale or lease—from lead qualification through signed agreement, and serves as the company’s primary relationship-builder and subject-matter expert within the government and disaster-relief vertical. Reporting line and management scope are still being finalized; this role may include direct reports (e.g., sales and/or leasing associates) depending on final organizational design.

Responsibilities

• Pipeline Ownership
  • Own and manage a revenue quota for the government/disaster vertical across both sale and lease structures, building pipeline from initial qualification through signed agreement.
  • Provide accurate, timely forecasts through weekly pipeline reviews and monthly forecasting cycles.
  • Structure and negotiate terms appropriate to each opportunity—including unit pricing, delivery timelines, and, where leasing is the right fit, lease duration and redeployment/end-of-term conditions.
• Vertical & Channel Development
  • Identify, prioritize, and cultivate target accounts within the government/disaster vertical, including state and federal emergency management agencies, National Park Service and public-lands housing programs, and municipal or county emergency housing departments.
  • Build and maintain relationships with prime contractors and channel partners active in disaster and government housing procurement, positioning BoxHouse as the preferred housing supplier within their bids.
  • Build and maintain relationships with key decision-makers, procurement officers, and industry influencers relevant to the vertical.
  • Serve as the internal voice of the government/disaster vertical, feeding market intelligence back to product and operations teams on code requirements, funding norms, and buyer expectations.
• Deal Structuring & Cross-Functional Coordination
  • Partner with Manufacturing/Operations to align commitments with production capacity and realistic delivery lead times.
  • Coordinate with Deal Desk on pricing, deal economics, and framework agreement structures across both sale and lease models.
  • Engage Legal on deal terms, with particular attention to RFP/RFQ compliance, Buy America and federal procurement requirements, and disaster-housing contracting norms.
  • Coordinate with internal partners to ensure each opportunity is routed to the commercial structure—sale or lease—that best fits the customer’s needs.
• Reporting & Strategic Input
  • Deliver vertical-level market feedback to leadership to inform broader go-to-market and pricing strategy.
  • Represent BoxHouse at industry trade shows, conferences, and procurement events relevant to the government and disaster-relief vertical.

Core Competencies

• Consultative solution selling—skilled at translating institutional buyer pain points into a tailored value proposition rather than a transactional pitch.
• Commercial structure fluency—comfortable working across short-term leasing, long-term leasing, lease-to-own, direct sale, and partnership/channel structures, and identifying which fits a given opportunity.
• Complex deal navigation—comfortable managing long cycles, multiple stakeholders, and formal procurement or RFP processes.
• Prime/channel partnership fluency—experience building relationships with prime contractors or channel partners in a supplier or subcontractor capacity.
• Vertical market fluency—sufficient depth in government and disaster-relief housing to be seen as a trusted advisor rather than a vendor.
• Forecasting discipline—accurate, honest pipeline management.

Qualifications

• 5–10+ years of B2B or institutional experience in government contracting, public-sector procurement, disaster/emergency services housing, or modular/manufactured housing sold or leased into public agencies.
• Demonstrated track record of meeting or exceeding quota in a complex, multi-stakeholder sale or lease with 3–12 month cycles.
• Direct experience with disaster-relief or emergency housing procurement, and existing relationships with prime contractors in this space, strongly preferred.
• Familiarity with public-sector budgeting, appropriations cycles, and procurement vehicles a plus.
• Proficiency with CRM systems and disciplined forecasting practices.
• Bachelor’s degree in real estate or business preferred.
• Ability to travel to target markets, industry events, and BoxHouse facilities as needed.

What success looks like

• Consistent quarter-over-quarter pipeline growth within the government/disaster vertical, across both sale and lease structures.
• Achievement of assigned revenue targets with forecast accuracy that operations and finance can plan around.
• Established relationships with prime contractors that position BoxHouse as a preferred housing supplier on disaster and government bids.
• Clear, actionable market feedback that shapes product, pricing, and go-to-market decisions.