Federal Sales Manager

Job Description

Job Description

VirTra is seeking a results-driven Federal Sales Manager to lead revenue growth and business development efforts within the U.S. federal government market. This role is responsible for developing and executing federal sales strategies, identifying, and closing new business opportunities, managing strategic partnerships, and leveraging federal contract vehicles to drive growth.

The ideal candidate possesses a deep understanding of federal procurement processes, acquisition regulations, and agency missions, along with a proven ability to build trusted relationships with government decision-makers. This individual will manage the complete sales lifecycle—from opportunity identification and prospecting through contract award and post-sale support—while ensuring compliance with federal standards and company policies.

Federal Sales Strategy & Business Development

• Develop and execute a comprehensive federal sales strategy aligned with company growth objectives.
• Identify, qualify, pursue, and close new business opportunities across federal agencies, including but not limited to the Department of Defense (DoD), Department of Homeland Security (DHS), Department of Veterans Affairs (VA), and Department of Justice (DOJ).
• Leverage federal contract vehicles including GSA Schedules, IDIQs, GWACs, BPAs, and other procurement channels to accelerate sales growth.
• Stay informed of federal acquisition regulations, agency priorities, budgets, and procurement trends.
• Represent VirTra at industry conferences, trade shows, government training events, and networking opportunities.

Sales Cycle Management:

• Manage the full sales process, including:

  • Lead generation and prospecting.
  • Opportunity qualification.
  • Needs assessment.
  • Product demonstrations.
  • Proposal and quote development.
  • Contract negotiation.
  • Contract award.
  • Post-sale support.
• Develop compelling proposals, bid responses, and pricing packages tailored to agency requirements.
• Present and demonstrate products and solutions to federal stakeholders.
• Recommend product solutions based on customer needs and technical requirements.
• Collaborate with internal technical teams to develop customized solutions.
• Prepare and submit complete and accurate sales contracts and documentation.
• Navigate federal procurement pathways, including sole-source opportunities and contract vehicle utilization.
• Coordinate with Marketing, Product Development, Operations, and Customer Success teams to maximize customer satisfaction and account growth.

Customer & Stakeholder Engagement:

• Build and maintain strong relationships with procurement officials, contracting officers, program managers, end users, prime contractors, and industry partners.
• Serve as a trusted advisor and company representative at customer meetings, briefings, demonstrations, and industry events.
• Respond to inquiries regarding products, pricing, availability, contract options, and service offerings.
• Identify and develop prospective customer relationships through networking, referrals, market research, and industry events.

Negotiation & Contract Execution:

• Lead pricing and contract negotiations to achieve mutually beneficial business outcomes.
• Position product features and benefits based on customer requirements and mission objectives.
• Partner with Marketing, Product, Legal, and Finance teams to ensure compliance and successful contract execution.

Reporting & CRM Management

• Maintain accurate opportunity, pipeline, and customer information within the company CRM platform.
• Deliver reliable revenue forecasts and sales performance reporting to leadership.
• Establish and achieve weekly, monthly, quarterly, and annual sales goals.

Operational Responsibilities:

• Adhere to ISO 9001 processes and company quality standards.
• Accurately track and report time worked by project code.
• Share market intelligence, competitive insights, and sales best practices with colleagues.
• Support cross-functional initiatives and departmental needs as required.
• Perform additional duties as assigned.

Required Qualifications:

• Bachelor’s degree in business, Marketing, Government Studies, Public Administration, or a related field, or equivalent combination of education and experience.
• Minimum of 5 years of experience in federal sales, government contracting, or business development.
• Proven success selling products or solutions to federal government agencies.
• Experience utilizing federal contract vehicles including GSA Schedules, IDIQs, GWACs, BPAs, and related acquisition mechanisms.
• Strong knowledge of the Federal Acquisition Regulation (FAR) and agency-specific procurement practices.
• Demonstrated ability to identify, develop, and close complex federal opportunities.
• Experience working with CRM platforms such as Salesforce, Microsoft Dynamics, or similar systems.
• Excellent presentation, communication, negotiation, and relationship-building skills.
• Strong analytical and strategic thinking capabilities.
• Ability to travel extensively, including trips lasting up to three consecutive weeks.
• Valid driver's license with a clean driving record.

Preferred Qualifications:

• Established relationships within agencies such as DoD, DHS, VA, DOJ, or other federal organizations.
• Experience selling technical, training, simulation, defense, public safety, or law enforcement solutions.
• Experience partnering with government systems integrators, prime contractors, and channel partners.
• Understanding of federal budgeting cycles and acquisition planning.

Core Competencies:

• Federal Government Market Expertise.
• Strategic Sales Planning.
• Business Development & Opportunity Capture.
• Contract Vehicle Management.
• Relationship Building & Stakeholder Engagement.
• Presentation & Demonstration Skills.
• Negotiation & Closing Excellence.
• Technical Product Aptitude.
• Forecasting & Pipeline Management.
• Cross-Functional Collaboration.
• Adaptability & Problem Solving.
• Professionalism, Ethics & Compliance.
• Results Orientation.

Physical Requirements:

• Regularly required to communicate effectively through speaking and hearing.
• Frequently required to stand, walk, reach, bend, kneel, crouch, and use hands and fingers.
• Occasionally required to lift and move items weighing up to 60 pounds.
• Must be able to travel extensively and transport demonstration equipment when necessary.
• Ability to sit and work at a computer for extended periods, including repetitive hand and wrist movements.
• Visual abilities include close vision, distance vision, color vision, depth perception, and field of vision.

Additional Requirements

• Full-time position requiring 40+ hours per week.
• Flexible schedule, including evenings, overnight travel, and extended business trips.
• Successful completion of pre-employment background check, DMV review, drug screening, and credit check (if a company credit card is required).
• Willing and able to use a personal vehicle for customer visits, product demonstrations, and regional trade shows.

VirTra is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other characteristic protected by applicable law.