Description:
- RedMatter Solutions is seeking an experienced Federal Sales Executive to drive new business and expand our presence across the Federal Government. This is a hands-on, revenue-generating sales position focused on developing customer relationships, opening new accounts, originating business opportunities, and converting those efforts into profitable new revenue.
We are looking for someone who knows how to get in front of Federal customers, establish meaningful relationships, uncover customer needs, and create opportunities that RedMatter would not otherwise have identified or been positioned to pursue.
The Federal Sales Executive will work closely with company leadership, Program Managers, technical subject matter experts, and dedicated capture and proposal personnel. While these teams provide technical, research, and pursuit support, the Federal Sales Executive is expected to independently develop customer relationships, generate business opportunities, and remain actively engaged throughout the sales and pursuit lifecycle.
This position is distinct from RedMatter's internal capture function. The Federal Sales Executive is primarily responsible for external business development, customer relationships, opportunity origination, and revenue generation.
The successful candidate will be comfortable working in a growing small business environment with significant leadership and technical support, but where the salesperson is expected to take ownership of their activities, relationships, and results.
The position is based in the Washington, DC/Northern Virginia market and requires regular engagement with Federal customers, industry partners, and company leadership. The onsite/hybrid work arrangement will be confirmed during recruitment.
Requirements:
Responsibilities
Customer Development and Revenue Generation
- Develop new Federal customer relationships and expand RedMatter's presence within targeted agencies, programs, and buying organizations.
- Independently originate new business opportunities through direct customer engagement, relationship development, referrals, and strategic industry partnerships.
- Identify and pursue opportunities in new agencies and within existing customer organizations where RedMatter can expand into new programs, buying organizations, or capability areas.
- Build and maintain relationships with Federal executives, program leaders, technical leaders, contracting personnel, prime contractors, OEMs, and other industry stakeholders.
- Develop and execute customer engagement strategies for assigned target agencies and accounts.
- Engage prospective customers to understand their mission challenges, technical requirements, funding priorities, and anticipated procurement needs.
- Identify potential opportunities before formal solicitations are released whenever possible.
- Independently generate substantive customer meetings and new business opportunities rather than relying primarily on company leadership for introductions.
- Represent RedMatter at relevant Federal industry events, conferences, association meetings, and partner engagements.
- Coordinate with RedMatter executives, Program Managers, and technical subject matter experts to support customer discussions and strengthen relationships.
Opportunity Origination and Advancement
- Identify and originate credible new business opportunities through direct customer and industry relationships.
- Perform initial sales qualification to assess customer needs, business potential, customer access, acquisition timing, and alignment with RedMatter's capabilities.
- Present promising opportunities to company leadership with a clear understanding of the customer requirement, business rationale, relationship status, and recommended next steps.
- Collaborate with the Capture & Growth Specialist on detailed opportunity qualification, competitive positioning, and pursuit strategies.
- Maintain accurate records of salesperson-originated opportunities, customer interactions, relationship activities, and next steps within RedMatter's CRM.
- Participate in bid/no-bid discussions and provide customer intelligence and recommendations based on firsthand relationships and market engagement.
- Actively advance originated opportunities through customer engagement, relationship development, and coordination with internal stakeholders.
- Remain actively involved in originated opportunities throughout capture, proposal development, and contract award, retaining primary responsibility for the customer and partner relationships developed.
Strategic Partnerships and Teaming
- Establish relationships with prime contractors, subcontractors, OEMs, and other industry partners that create access to new customers and contracting opportunities.
- Identify strategic partnerships that strengthen RedMatter's ability to compete for new business.
- Collaborate with the Capture & Growth Specialist on partner research, capability assessments, and pursuit-specific teaming strategies.
- Develop and maintain external partner relationships that create tangible business opportunities and support revenue growth.
- Support teaming discussions and negotiations in coordination with executive leadership and appropriate internal personnel.
Capture and Proposal Collaboration
- Provide customer insights, relationship intelligence, and firsthand market knowledge to support capture strategies.
- Coordinate with the Capture & Growth Specialist, who is responsible for formal capture planning, competitive assessments, consolidated pipeline management, and internal pursuit coordination.
- Participate in capture reviews, pursuit strategy discussions, proposal kickoffs, and bid/no-bid decisions.
- Contribute to customer-focused differentiators, win themes, and competitive positioning based on direct customer engagement.
- Support proposal and technical teams with relevant customer and partner intelligence.
- Maintain customer engagement and sales accountability through the pursuit lifecycle without assuming responsibility for formal capture management or proposal production.
Sales Performance and Accountability
- Develop and maintain a portfolio of independently originated, qualified Federal business opportunities.
- Establish and maintain meaningful relationships with prospective Federal customers and target buying organizations.
- Consistently demonstrate progress in customer access, opportunity development, and advancement toward contract awards.
- Maintain accurate sales activity documentation and opportunity information in coordination with RedMatter's capture function.
- Meet established customer development, opportunity origination, pipeline development, and revenue performance objectives.
- Work toward an annual Recognized Adjusted Revenue quota of $4 million, as established in RedMatter's variable compensation plan.
- Generate profitable new business through independently originated opportunities and qualifying expansion within existing customer environments.
- Demonstrate clear personal contributions to new customer relationships, originated business opportunities, and resulting contract awards.
Required Qualifications
- Bachelor's degree or equivalent combination of education and relevant professional experience.
- Minimum of 7 years of experience in Federal technology services sales, business development, account development, or related revenue-generating activities.
- Demonstrated experience personally developing Federal customer relationships and originating new business opportunities.
- Proven ability to generate new Federal business through direct customer engagement, rather than relying primarily on procurement forecasts, existing corporate leads, or capture activities.
- Demonstrated success contributing directly to Federal contract wins, task orders, or other measurable new revenue.
- Working knowledge of the Federal acquisition lifecycle, procurement processes, and contracting environment.
- Experience developing relationships with Federal decision makers, program leaders, contracting personnel, prime contractors, and strategic industry partners.
- Experience selling Federal IT, cybersecurity, cloud, identity and access management, or related technology and professional services.
- Familiarity with Federal contract vehicles and acquisition approaches, including GWACs, BPAs, IDIQs, and task orders.
- Ability to independently manage multiple customer relationships, sales pursuits, and competing priorities.
- Strong interpersonal, communication, negotiation, and relationship-building skills.
- Ability to engage credibly with both technical stakeholders and executive decision makers.
- Experience using CRM systems to document sales activities, manage opportunities, and maintain accurate forecasts.
- Demonstrated ability to collaborate effectively with capture, proposal, technical, program management, and executive personnel.
- U.S. citizenship and the ability to obtain a Federal security clearance.
Preferred Qualifications
- Experience generating new business for a small or midsize Federal government contractor.
- Established relationships within Federal civilian, Department of Defense, or Intelligence Community agencies.
- Demonstrated success independently opening new Federal accounts or expanding into new buying organizations.
- Experience selling cybersecurity, Zero Trust, ICAM, PKI, Microsoft technologies, cloud infrastructure, or related Federal IT services.
- Experience developing strategic teaming partnerships with Federal prime contractors, subcontractors, and technology providers.
- Experience generating business through existing Federal contracting vehicles and small-business teaming arrangements.
- Experience working alongside dedicated capture and proposal teams while retaining responsibility for customer relationships and sales outcomes.
- Active Federal security clearance.
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