About the JobThis is a high-impact leadership opportunity for an accomplished Federal sales executive who excels in both leading high-performing teams and personally driving strategic business development efforts. This is a true player-coach role, responsible for developing and mentoring a team of Federal sales professionals while maintaining ownership of a personal sales quota and closing complex opportunities. The ideal candidate has a proven track record selling technology, data, analytics, or mission-focused solutions into Federal agencies and possesses strong executive-level relationships across the Defense, Intelligence, and National Security communities. Position is hybrid 3 days on site, 2 remote. OTE expectation (base + commission) $240,000 - $310,000 variable structure 60/40.
Active TS/SCI security clearance required.Responsibilities:
- Lead, coach, and develop a team of Federal sales professionals to achieve revenue growth and business objectives.
- Maintain ownership of a personal sales quota by identifying, pursuing, and closing strategic Federal opportunities.
- Develop and execute Federal sales strategies aligned with organizational growth objectives.
- Build and maintain a robust pipeline of qualified opportunities while ensuring accurate forecasting and pipeline visibility.
- Drive sales discipline, accountability, and best practices across the team.
- Mentor sales professionals through opportunity strategy, customer engagement, and professional development.
- Establish and enforce qualification standards throughout the sales process.
- Develop executive-level relationships with key stakeholders across Federal agencies, prime contractors, and partner organizations.
- Partner with executive leadership to support strategic pursuits and long-term growth initiatives.
- Collaborate with engineering, product, finance, contracts, and program teams to align customer requirements with organizational capabilities.
- Represent the organization during executive briefings, customer meetings, industry conferences, and strategic planning sessions.
- Support recruiting efforts and help scale the Federal sales organization as the business continues to grow.
Qualifications/Background Profile:
- Bachelor's degree or equivalent combination of education and experience.
- 8+ years of Federal sales experience with a demonstrated history of personally owning and closing complex technology opportunities.
- Proven leadership experience managing, mentoring, and developing successful Federal sales teams.
- Active TS/SCI security clearance required.
- Strong understanding of the Federal acquisition process and government contracting vehicles, including IDIQs, OTAs, GSA Schedules, SEWP, and related procurement methods.
- Demonstrated success selling technology, SaaS, data analytics, geospatial, intelligence, aerospace, defense, RF, SIGINT, GEOINT, or mission-focused solutions to Federal customers.
- Experience maintaining personal sales quotas while leading a sales organization.
- Strong executive presence with outstanding communication, negotiation, and relationship management skills.
- Ability to thrive in a fast-paced, high-growth environment with significant autonomy.
- Experience partnering with cross-functional teams to develop customer solutions and drive successful outcomes.
