Title: Sales Director, Federal
Location: Tysons Corner, Virginia
Location Details: Must be based in, or willing to relocate to, the Washington, D.C. metropolitan area. In-office presence is required every Monday and Wednesday, with additional time spent meeting clients throughout the week.
Compensation: Base Salary: $130K–$150K | OTE: $200K–$250K, with uncapped quarterly incentives, revenue-growth escalators, and eligibility for an additional year-end performance bonus
The Right Fit
You are a successful Federal sales professional who is ready to move into a broader leadership role without stepping away from the client.
You understand how staffing, consulting, and subcontracting firms operate within the Federal ecosystem. You can participate credibly in conversations with government contractors, integrators, and client stakeholders, and you know how to help a sales team move from an initial meeting to a defined next step.
You are equally comfortable coaching a developing account executive, joining a strategic client conversation, and working alongside senior sellers to remove obstacles. You are not looking for a strategy-only leadership position. You want to remain close to the market, develop people, and help build the infrastructure required to scale a growing Federal business.
About the Role
A national professional services and staffing organization is seeking a Sales Director to support its Federal business.
This is a hands-on selling-leader position with responsibility for a national sales organization of approximately 20 sales professionals. The immediate focus will be developing junior and ramping sellers, strengthening Federal-market fluency, and participating directly in client meetings to help advance business.
The Sales Director will work closely with the senior Federal leader, who will continue to own overall business strategy and operations. This role will create additional leadership capacity by improving sales execution, accelerating new-hire development, and supporting client growth.
What You’ll Do
Lead and Develop the Sales Team
- Oversee a Federal sales organization of approximately 20 professionals
- Concentrate primarily on the development of junior and ramping account executives
- Coach sellers on client preparation, discovery, value proposition, follow-up, and opportunity progression
- Participate in one-on-one meetings, performance discussions, and ongoing sales development
- Help new hires build practical knowledge of the Federal market and subcontracting environment
- Establish clear expectations for activity, accountability, and client engagement
- Support senior sellers by removing roadblocks and contributing Federal-market perspective
Serve as a Selling Leader
- Participate in client conversations
- Conduct a balanced mix of in-person and virtual client meetings
- Join junior and senior account executives in strategic client discussions
- Help establish credibility, identify next steps, and keep opportunities moving
- Model consultative selling within the Federal contracting environment
- Support meetings involving prime contractors, subcontractors, integrators, and other Federal-market stakeholders
Strengthen Federal Sales Execution
- Help the team articulate the value of a staffing and services subcontracting partner
- Improve the quality of client discovery and account planning
- Coach sellers on navigating large, midsize, and small Federal contractors
- Apply knowledge of Federal acquisition, procurement, security, and contracting processes
- Translate Federal-market changes into practical business-development strategies
- Improve the team’s ability to engage clients without relying on senior leadership to advance every conversation
Partner Across Sales and Delivery
- Collaborate with Federal delivery leadership and a recruiting organization of approximately 25 professionals
- Coordinate with sales, recruiting, and business leadership to improve client execution
- Help align client needs, sales strategy, and delivery capacity
- Contribute to a consistent operating rhythm across the markets and remote team members
Support Long-Term Growth
- Help establish the leadership structure needed for geographic expansion
- Support the development of future Federal hubs in markets such as Huntsville, San Diego, California, and Texas
- Build the skills and infrastructure required to support a longer-term growth objective
- Take on broader leadership responsibility as the business expands and performance warrants
What We’re Looking For
Must-Have Experience
- Demonstrated success in Federal staffing, consulting, professional services, or government contracting sales
- Recent responsibility for directly selling, managing accounts, or carrying a revenue target
- Practical understanding of how staffing and services subcontractors go to market
- Experience working with prime contractors, subcontractors, systems integrators, or Federal agencies
- Ability to participate credibly in detailed Federal client conversations
- Experience advancing opportunities through complex stakeholder and procurement environments
- Formal or informal responsibility for coaching, mentoring, or developing sales professionals
- Willingness to remain highly active in client meetings and day-to-day sales execution
- Ability to work from the Tysons office every Monday and Wednesday
Federal-Market Knowledge
Candidates should be able to discuss:
- Federal contracting and acquisition processes
- Staffing and services subcontracting models
- The role of prime and subcontractor relationships
- Government security and clearance requirements
- Current Federal buying conditions and agency priorities
- How market, spending, and procurement changes affect business-development strategy
- How to establish a relevant value proposition with Federal contractors and clients
This role requires more than general government-sector exposure. The successful candidate will demonstrate practical knowledge gained through direct Federal sales experience.
Leadership Profile
The preferred candidate is a current:
- Senior Account Executive
- Senior Account Manager
- Federal Business Development Lead
- National Account Manager
- Federal Portfolio Manager
- Team Lead
- Sales Manager
The ideal individual has been successful as a seller, has taken on increasing mentorship or leadership responsibility, and is now ready for a formal Sales Director opportunity.
More experienced Federal leaders may also be considered when they are comfortable with the role’s hands-on scope, compensation structure, and current reporting model.
Core Capabilities
- Consultative Federal selling
- Client meeting leadership
- Sales coaching and talent development
- Opportunity progression
- Account strategy
- Federal subcontracting
- Executive communication
- Cross-functional collaboration
- Performance accountability
- Emotional intelligence
- Organization and follow-through
- Ability to operate in a growth environment
Why Consider This Opportunity
This role provides an opportunity to:
- Move from successful Federal selling into formal sales leadership
- Lead and develop a national sales organization
- Remain active in meaningful client work
- Work directly with senior Federal business leadership
- Join an organization that has returned to growth
- Participate in the future expansion of Federal operations into additional markets
- Build experience in broader business operations and strategy over time
- Establish a potential path toward expanded Federal leadership responsibility
This is a developmental leadership opportunity with meaningful scope and long-term potential. It is not an immediate business-unit executive role, and the successful candidate should be motivated by the opportunity to lead from the field, develop people, and contribute directly to growth.