Federal Sales Manager

The Federal Sales Manager is responsible for driving revenue growth within the federal government sector through direct sales, strategic partnerships, and effective use of federal contract vehicles. This role requires a strong understanding of federal procurement regulations, acquisition processes, agency missions, and the ability to build long-term relationships with key government decision-makers. The ideal candidate excels at managing the complete sales cycle, from opportunity identification through post-sale follow-up, while ensuring compliance with federal standards.

Extensive travel—up to three consecutive weeks at a time is required.

• Develop and execute a comprehensive federal sales strategy aligned with company growth objectives.
• Identify, qualify, and pursue and close new business opportunities across federal agencies (e.g., DoD, DHS, VA).
• Leverage GSA Schedules, IDIQs, GWACs, and other contracting vehicles to drive competitive advantage.
• Stay informed on federal acquisition regulations, agency priorities, and market trends impacting procurement.
• Represent Vir Tra at industry trade shows, conferences, and federal training events

• Manage the full sales lifecycle, including lead generation, prospecting, needs assessment, product demonstrations, proposal and quote development, contract negotiation, contract award, and post-sale support.
• Prepare persuasive proposals, quotes, and bid specifications tailored to agency requirements.
• Demonstrate and explain products, services, and methods to influence purchasing decisions.
• Suggest product solutions based on customer needs and technical knowledge of product capabilities.
• Lead product demonstrations and collaborate with internal technical teams to deliver tailored solutions
• Prepare and submit complete sales contracts and ensure order processing accuracy.
• Navigate federal procurement pathways including GSA schedules, IDIQs, BPAs, and sole-source opportunities

• Coordinate with marketing, product development, and customer success teams to ensure customer satisfaction and account growth

• Build and maintain strong relationships with procurement officers, program managers, contracting officials, prime contractors, and industry partners.
• Communicate effectively with stakeholders inside and outside the organization, representing the company at meetings, briefings, events, and trade shows.
• Answer customer inquiries regarding products, pricing, availability, and credit terms.
• Identify prospective customers using business directories, referrals, and industry events.

• Negotiate pricing, terms, and service agreements to achieve mutually beneficial outcomes.
• Emphasize key product features based on thorough analyses of customer needs.
• Collaborate with marketing, product, and legal teams to tailor offerings and ensure compliance.

• Track pipeline activity and update customer records using the company’s CRM system.
• Provide accurate revenue forecasts and performance metrics to leadership.
• Establish and meet weekly, monthly, and quarterly sales objectives aligned with company targets.

• Comply with department ISO 9001 processes and company quality policies.
• Accurately log time worked daily by project code.
• Collaborate with colleagues to share selling strategies, market intelligence, and best practices.
• Provide support to other departments as needed.
• Perform additional duties as assigned.

• Federal Market Expertise – Understanding of federal agencies, procurement processes, contracting mechanisms, and acquisition regulations.
• Strategic Thinking – Ability…