Federal Market Leader, North America

Position Overview

We are seeking a visionary, strategic, and client‑obsessed Federal Market Leader to join our team. In this role, you will report to the SVP of Key Accounts and Markets and serve as the voice and face of Onterris within your federal market. The position can be remotely based in the United States, with a preference for locations that provide reasonable access to major airport hubs for client and internal travel.

Compensation ranges from $200,000 to $250,000, plus annual incentive eligibility, commensurate with experience, skills, and geographic location.

You will unlock new opportunities, foster long‑term partnerships, and help embed Onterris deeply into our clients’ journeys as an indispensable catalyst for environmental and business performance.

• Lead as the market’s voice and face for Onterris, translating market trends into actionable client development strategies.
• Utilize an existing network of contacts to drive additional business within current client accounts and identify new opportunities.
• Own Onterris‑wide bookings and growth in the Federal sector across Consulting, Treatment, Measurements, and Analysis.
• Collaborate with the internal Federal Team on solicitations, go/no‑go decisions, partnership development, and expanding the Federal footprint nationwide.
• Maintain a current evaluation of Total Addressable Market (TAM), market share, competitor analysis, unmet needs, and client experience.
• Partner with the Federal Team to develop account plans for existing and developing federal accounts.
• Identify and evaluate the top 5 accounts that could transition into the Key Client Program.
• Strategize partnerships, including Mentor‑Protégé Joint Ventures, large‑large JV’s, and Prime/Sub partnerships, to increase win rate.
• Work with Federal Legal on RFPs, contract language, teaming agreements, NDAs, JV agreements, and interactions with contracting officers.
• Act as Key Client Leader (KCL) for select account(s) in the Onterris Key Client Program, supervising and assisting other KCLs within the market.
• Identify additional accounts for inclusion in the KCP and recruit staff to participate as KCLs.
• Mentor future KCLs and build a pipeline of high‑growth accounts for the KCP.
• Assist lines of business and KCLs in managing contract renewals and acquiring new customer programs within the market.
• Collaborate with the Proposal Team and Federal Team on proposal efforts, particularly SF330s and supporting Prime/Sub proposals.
• Understand Gov Win navigation, SAM.gov, and the Procurement Integrated Enterprise Environment (PIEE).
• Prepare monthly performance reports, including sales pipeline, client activities, leads, and events.
• Conduct discovery calls, interviews, and industry immersion to develop a deep understanding of client needs.
• Develop integrated value propositions tailored to the specific needs of your market.
• Increase Onterris visibility and brand within the market, executing a unified strategic conference plan with ROI.
• Partner with Marketing to align value propositions, influence thought‑leadership content, and maintain social media presence.
• Foster collaboration across divisional sales teams and encourage strong inter‑LOB communication.
• Stay informed on industry trends, technologies, and regulatory developments related to the federal market.
• Act as an expert and trusted advisor to clients in the market.
• Orchestrate communication of internal market updates and knowledge‑sharing sessions.
• Identify capacity gaps to proactively address opportunities, including new markets, services, regulatory support, and geographic expansion.

• 15+ years of experience in the federal environmental industry, with a track record of success managing large key accounts in a consulting setting.
• Experience working with federal entities including the Department of Defense (DoD), Department of Energy (DOE), and Department of the Interior (DOI).
• Strong relationships with contracting agencies such as USACE Districts, AFCEC, KSSCMC, and EPA.
• Bachelor’s degree in Environmental Engineering, Science, or a related technical field; MBA or advanced degree preferred.
• Proven ability to lead in a matrixed environment and act…