Federal Account Sales Executive – National Labs

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Expand and enhance the Digital national labs business.

• Generate $10–16M in sales within the first 2.5 years while maintaining an approximate $30M pipeline across national labs, FFRDCs, UARCs, labs, and affiliated programs.

• Create and implement go-to-market and account strategies for Digital solutions targeting national labs clients.

• Build and qualify a strong pipeline centered on high-end Digital solutions.

• Develop opportunities and elevate the Huron brand through thought leadership initiatives, white papers, demonstrations, and other related activities.

• Act as the sales solution architect for RFx responses in national labs and the energy sector.

• Cultivate and maintain relationships with Digital vendor sales teams.

• Oversee active engagements, ensuring project health and financial performance.

• Leverage connections within the national labs ecosystem and serve as the executive client relationship owner for designated accounts.

• Collaborate with public sector industry leadership, federal market leaders, sales teams, and the Growth Enablement Team.

• Lead intricate sales pursuits from capture to contract close, including win strategies, opportunity qualification, deal structuring, pricing, and proposal preparation.

• Coordinate pursuit timelines, cross-functional contributions, reviews, and risk management.

• Ensure a smooth transition to delivery and support project success, client satisfaction, and post-sale outcomes.

⛳️ Requirements

• Over 6 years of experience in selling digital solutions to the Federal Government.

• Established connections within national labs, FFRDCs, UARCs, labs, or related agencies and research organizations.

• Experience in Public Sector consulting with familiarity regarding national labs’ mission priorities, the national laboratory ecosystem, FFRDCs, UARCs, or procurement processes in energy and science agencies.

• Proven track record of business development success within national labs, FFRDCs, UARCs, labs, or the broader energy/science federal community.

• Strong understanding of the FAR and the federal budget and authorization processes.

• Established, trust-based relationships within the national labs, FFRDC, and UARC communities.

• Exceptional written and verbal communication abilities.

• Capacity to establish and sustain credibility with senior stakeholders.

• Demonstrated thought leadership through speaking engagements and/or publications.

• Ability to manage multiple initiatives of varying scales and complexities.

• Experience in mentoring and developing consulting staff.

• Bachelor’s degree in a relevant field or equivalent experience.

• Willingness to travel up to 50%.

• Preference for candidates located in the Washington, DC area.

🏝️ Benefits

• Annual incentive compensation program.

• Medical coverage.

• Dental coverage.

• Vision coverage.

• Additional wellness programs.

• Travel opportunities up to 50%.