Team Lead, Sales, Federal Services

Team Lead, Sales, Federal Services

Job Location: Reston, VA Teams: Sales/Business Development Req Id: 3842 Job Type: Full-Time Work Type: Hybrid

About the Opportunity The Team Lead, Sales is responsible for the leadership and direction of assigned Federal Services Account Manager & Business Development Managers. This strategic position is responsible for AM & BDM spread generation, spread growth and GP contribution to the Federal Services P&L. This position is also hybrid People Leadership + Management & Individual Contributor though selling an existing or assigned Account Plan. This role fundamentally leads by example, teaches best practices, motivates and enforces KPI goals, delivers best-in-class account breaking teachings, performs market research, client engagement, and delivers Performance Management thru Goal Setting, 1v1 cadences and collaborates with leadership findings development opportunities. Through leading the sales organization this position is strategically required to identify new business opportunities, expand current client relationships, and achieve Federal Services' financial growth objectives.

Here is the work you'll do:

• Utilize tactical selling and client engagement techniques to research and establish new account opportunities across the Federal Services market.
• Develop relationships with prospective clients and key decision-makers, evaluate current and future business needs, and pursue opportunities that support growth objectives and key performance metrics.
• Drive personal spread growth in line with Federal Services established Spread Ramp.
• Lead and manage assigned Federal Services sales professionals, including coaching, work direction, opportunity review, performance support, and priority setting.
• Coordinate with team members on current market needs, prospecting activity, and client requirements so sales work is focused, timely, and aligned with business priorities.
• Drive growth through others for meeting/exceeding Spread Ramp expectations.
• Maintain client relationships and identify growth opportunities within current Federal Services accounts through regular communication, market awareness, and understanding of client needs.
• Partner with delivery and operations stakeholders to support responsive service, account retention, and expansion of existing business.
• Support sales process discipline, reporting, and coordination with the Sales Director, Delivery Director, VP and internal business partners.
• Maintain accurate opportunity information, share pipeline and account updates, and recommend process improvements that strengthen sales execution, client responsiveness, and business development outcomes.
• Further develop best practice guides and operational workflows that create a repeatable sales approach to the day to day business that is in line with revenue generating activity

Knowledge, Skills and Abilities:

• Sales leadership capability sufficient to coach assigned sales professionals, prioritize prospects and opportunities, and support achievement of performance expectations.
• Client relationship management capability sufficient to build relationships with key decision-makers, maintain current accounts, and identify practical growth opportunities.
• Tactical sales and opportunity development capability sufficient to conduct prospecting, outreach, qualification, and opportunity tracking in support of pipeline growth.
• Business process and performance management capability sufficient to maintain accurate pipeline information, monitor key metrics, and recommend improvements to sales execution.
• Stakeholder communication capability sufficient to present client needs, opportunity status, sales priorities, and business updates to internal leaders and cross-functional partners.

Minimum Qualifications:

• Bachelor's degree in business, marketing, management, public administration, or a related discipline, or equivalent education and related experience required.
• 5+ years of experience in sales, business development, account management, staffing, professional services, government services, federal contracting, or a related client-facing growth function, including experience leading, coaching, or coordinating the work of sales professionals required.
• Have reached / exceeded and sustained over time a total book of $20k+ week in Gross Profit (Spread) and or $1MM + in annual GP.
• Active Secret Clearance or ability to obtain is preferred.
• Working knowledge of Microsoft Office and applicable ATS, CRM, sales, account management, or opportunity tracking tools required.

In compliance with this state's pay transparency laws, the salary range for this role is $70,880 - $106,320. This is not a guarantee of compensation or salary, as the final offer amount may vary based on factors including but not limited to experience and geographic location. (The specific programs and options available to an employee may vary depending on date of hire, schedule type, and the applicability of collective bargaining agreements).

We care about our employees, and it shows. Our staff receive a competitive salary and a comprehensive benefits package which includes medical/Rx, dental and vision coverage; life, AD&D and disability insurance; flexible spending accounts; 100% paid maternity leave for up to 12 weeks, parental leave, family leave, other paid time off; voluntary benefits and discount programs to meet our employees' individual needs including pet insurance for our furry family members!

Essential Functions:

• Visual acuity
• Pushing or pulling
• Balancing
• Manual Dexterity
• Stooping
• Grasping
• Reaching
• Feeling
• Lifting motion or lifting objects more than 0 pounds
• Climbing
• Walking
• Hearing
• Repetitive motions of any part of the body
• Talking
• Kneeling, crouching, or crawling
• Capacity to think, concentrate, and focus over long periods of time
• Ability to write complex documents in the English language
• Ability to read complex documents in the English language
• Capacity to express thoughts orally
• Capacity to reason and make sound decisions
• Ability to wear a mask, respirator, bulletproof vest, or other equipment
• Ability to regularly perform all job functions at the Company's office or work site
• Ability to withstand environmental conditions