Federal Account Executive (Contract) - Arlington, VA
$100 per hourLemClosers
- Federal Account Executive (Contract) - Arlington, VAThe Wilkinson Firm United StatesRemoteAgencyCommission OnlySee your match scorePosted Today$100–$500OTECommission OnlyWork TypeRemoteVerticalAgencySourcehimalayas## About this roleEngagement type: Independent consultant, 1099 hourly.Rate range: $100 - $500 per hour, based on experience and scope (three-tier band detailed below).Time commitment: Part-time or fractional, scales with account activity.Location: Remote, with DC and agency travel as opportunities require.Reports to: GovCon Division Lead.A note from the founderFederal sales is a long game built on the credibility of every conversation.The Federal Account Executive is the operator who carries our name into agency offices, prime contractor partnerships, and small business outreach events. Equal parts hunter and contracts literate.The seat is built for someone who wants to be paid for the relationships they own and the doors they open.What is already builtThe Wilkinson Firm is a workforce strategy and staffing firm headquartered across NC and Atlanta. Year 2 of operations. Two operational divisions today (HR Advisory for the mental health industry, Premium Hospitality and Event Staffing).Government Contracting division being formally stood up this quarter. Three active staffing contracts in delivery. FY26 trajectory $425-525K. Zero loans, zero institutional debt.Bench credentials: Former EEOC Administrative Law Judge, employment attorneys, clinical advisors, 32-year enterprise operations specialist.What you own Federal customer targeting across our priority verticals (HHS workforce, VA behavioral health, DoD behavioral health support, federal hospitality) Account development: agency POC outreach, small business office relationships, prime contractor BD relationships, industry day attendance Pipeline development feeding the Federal Capture Director with qualified opportunities Federal contracts literacy: FAR/DFARS basics, SAM.gov management, set-aside qualification (8(a), HUBZone, WOSB, SDVOSB), small business certification lifecycle Capability statement positioning and customer-tailored briefings HubSpot CRM hygiene for the GovCon pipeline Cross-coordination with the Capture Directo### Tools & Tech StackHubSpotOutreach### Commission StructureBase SalaryNot disclosed — ask in interviewCommissionStructure not specifiedOTE$,Ramp PeriodNot mentioned — clarify timeline### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makers### Requirements at a GlanceBachelor's Degree·Required### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### Role SignalsGreen Flags✓Remote FriendlyLocation flexibilityRed Flags✗1099 ContractorNot W-2 employee — no benefits### Agency — Interview IntelTypical Sales Cycle14–45 days (project-based) · 30–90 days (retainer)Common Buyer Objections* \"We tried an agency before and it didn't work\"* \"Can we start with a smaller engagement?\"* \"How do you measure success / ROI?\"* \"We have an internal team for this\"Key Industry MetricsMonthly Recurring Revenue from RetainersClient Retention RateRevenue Per EmployeeProject Margin %Proposal Win RateNPS / Client SatisfactionHot Topics to Reference* • AI threatening traditional agency services* • Productized service models* • Niche vs full-service positioning* • Performance-based pricing demandUse these insights to speak the buyer's language in interviews.## TagsFederal-Account-ExecutiveGovernment-Contracts-SalesGovCon-Business-DevelopmentFederal-Sales-RepresentativeGovernment-Sales-Executive—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsThis Account Executive position at The Wilkinson Firm involves managing the full sales cycle from prospecting through close.Agency sales often involves selling custom service packages, requiring strong discovery skills.This remote-friendly role provides geographic flexibility while maintaining access to a agency market.Commission-only structures offer unlimited upside but require financial runway during ramp periods. Confirm draw availability and average ramp-to-quota timeline before accepting.
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Vacancy posted 3 days ago
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