Director of Federal Sales for PE-Backed Business (B2B)

Location: Remote

Company Overview: Our client is a profitable PE-owned B2B manufacturer with consistent year-over-year growth and significant opportunity to grow organically.

The Opportunity: The Director of Federal Sales is a new position that will report directly to the VP of Government Sales and will be responsible for driving new business development in the federal vertical with the goal to double the business over the next three years. As a key member of the senior leadership key, this role provides significant long-term career advancement into sales leadership roles as the business expands.

This role is designed for seasoned business leaders with a strong track-record in government sales. Key responsibilities include:

• Federal Market Expansion
• Develop and execute a targeted federal sales strategy to increase market share within GSA, GSO, embassy, disaster relief and defense channels
• Act as a primary point of contact for federal agencies, including US embassies, FEMA and defense procurement teams
• Explore and pursue untapped government sales channels

• Product Development & Market Strategy
• Provide insights on new government product needs
• Collaborate with operations and R&D to ensure product compliance
• Contribute to pricing strategies and bid proposals, improving bid-to-win ratios and capturing high-value contracts

• Leadership & Business Development
• Identify and address underserved market areas, including training junior team members in federal sales strategies.
• Develop a strong market presence through participation in industry events, trade shows, and networking opportunities with government buyers and contracting officers.
• Work closely with the senior leadership team to inform federal sales goals and align them with company-wide objectives.

• Sales Operations & Performance Metrics
• Establish and refine key performance indicators (KPIs) for federal sales activities, providing regular reports to executive leadership on federal pipeline progress and revenue milestones.
• Enhance internal processes for managing RFPs and federal contract compliance, collaborating with cross-functional teams to streamline workflow and documentation.
• Oversee the development of SOPs for federal sales

Required Experience & Skills:

• Bachelor's degree
• Federal sales experience and experience in government contracting, with an understanding of federal acquisition regulations, government bid processes, and compliance standards
• Strong business development skills with a demonstrated ability to both land new accounts and expand existing accounts
• Strategic thinker who can provide insight on long-term sales plans and product positioning in federal markets
• Discerning judgment, capable of analyzing business and management problems to arrive at effective business solutions

Personal Qualifications:

• Professional and trustworthy
• Assertive and proactive
• Exceptional communication and relationship-building skills
• Thrives in a small business culture / high-growth environment
• Entrepreneurial mindset, willingness to take ownership
• Culture champion who can foster positive morale

Preferred Qualifications:

• MBA
• Sales track record in GSA/GSO/DOD channels

Compensation:

• Mid-$200k OTE
• Industry-leading benefits package