Federal BDE (GovCon)

About the position The Federal Sales Executive will play a crucial role in driving revenue growth for VTG by identifying and pursuing new business opportunities in the federal and government contracting space. This is a high-activity, "hunter" role designed for individuals who thrive in a structured, performance-driven environment. Through strategic prospecting, lead generation, and relationship building, the Federal Sales Executive will contribute significantly to expanding our client base and will sell the full suite of VTG’s products and service offerings, with a focus on application development, cyber security, cloud engineer and systems engineering. The right candidate will possess a strong understanding of the complex lifecycle of federal procurement, labor categories, various clearance designations, etc. and will be able to leverage existing relationships in the federal space to help VTG win new business and secure new contracts. Extensive experience selling Professional IT Services and IT Staffing within the Federal Government space in the Greater Washington, DC area is a must.

Responsibilities

• Maintain a consistent, high-volume cadence of outbound activity (calls, emails, LinkedIn outreach).
• Convert cold outreach into qualified discovery meetings and presentations.
• Consistently identify and qualify new sales opportunities to meet monthly and quarterly pipeline requirements.
• Leverage industry events, conferences, and online platforms to generate leads.
• Conduct needs assessments and develop tailored proposals to address client requirements.
• Deliver compelling presentations to prospective clients, showcasing VTG's value proposition.
• Negotiate and close deals, ensuring mutually beneficial agreements.
• Monitor industry trends and competitor activities to identify new market opportunities.
• Build and maintain strong relationships with key decision-makers at prospective client organizations.
• Act as a trusted advisor to clients, providing expert guidance on IT solutions.
• Foster long-term relationships with clients to ensure ongoing business opportunities.
• Accurately track all activities and pipeline stages within VTG’s CRM to provide transparent forecasting.
• Prepare regular sales reports and presentations for management.
• Analyze sales data to identify areas for improvement and optimize sales strategies.
• Collaborate with internal teams, including marketing, sales engineering, and technical support, to ensure successful project delivery.
• Share best practices and knowledge with other sales team members.

Requirements

• Bachelor's degree in business, marketing, IT political science or related field; or equivalent military experience in a communications or technical capacity.
• 3+ years of experience in Federal Technical Staffing, Recruiting, or Business Development specifically within the Washington D.C./NoVA corridor, with a focus on new logo acquisition in the federal government space.
• A foundational understanding of federal procurement vehicles (GSA Schedules, SEWP, STARS III) and the difference between Prime and Subcontracting relationships.
• Ability to distinguish between core technical roles and technologies, such as the difference between a Cloud Engineer and a Cybersecurity Analyst, and an understanding of AWS/Azure cloud environments.
• The ability to speak to technical stakeholders at a high level is critically important.
• Proven ability to "cold-start" relationships with Program Managers and Capture Managers at mid-tier and large-scale System Integrators.
• A solid grasp of the federal clearance process (Secret, TS/SCI, Polygraphs) and how they impact labor rates and project timelines.
• Proven ability to work and thrive in an environment with defined activity expectations (calls, emails, and meetings).
• Excellent communication, presentation, and negotiation skills.
• Proficient in utilizing and updating CRM software (e.g., Salesforce) to track activities and performance.

Nice-to-haves

• Prior experience as a Capture Manager or Technical Recruiter who has successfully transitioned into a hunter-style sales role.
• An existing, warm network of contacts within federal agencies (e.g., DOD, DHS, HHS) or "Big 5" System Integrators.
• Deep knowledge of CMMC (Cybersecurity Maturity Model Certification) and NIST compliance standards, with the ability to lead high-level security conversations.
• Professional certifications such as APMP (Association of Record for Bid, Proposal, and Capture) or basic technical certifications (e.g., AWS Cloud Practitioner).
• A documented track record of helping a firm secure a spot on a major IDIQ or winning a task order valued at $5M+.

Benefits

• Medical insurance plans
• Dental insurance
• Vision insurance
• Health savings accounts (HSA)
• Flexible spending accounts (FSA)
• Life insurance
• Short and long-term disability insurance
• Paid time off and holidays
• 401(k) with employer match

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