Job Description

Job Title : Senior Sales Manager – Government Sector

Location : Washington, DC

Industry : Software Technology

Pay : $150,000 - $160,000 base, compensation structure includes commission

Job Description:

We are seeking a highly motivated Senior Sales Manager to drive business development within the government sector. In this role, you will be responsible for managing the full sales cycle, from lead generation to closing large deals with federal, state, and local government agencies. The ideal candidate will bring a deep understanding of government procurement processes, contract vehicles, and compliance standards to help secure key contracts and grow business in this sector.

Sales Strategy & Business Development

• Create and implement a government-focused sales strategy that aligns with growth objectives.

• Identify and engage new business opportunities with government agencies at the federal, state, and local levels.

• Keep track of relevant RFPs, RFIs, and contract vehicles to ensure timely responses.

• Build and manage a strong sales pipeline, utilizing CRM tools to track progress and results.

Account Management & Relationship Building

• Develop and maintain strong relationships with key decision-makers (CIOs, IT Directors, Procurement Officers).

• Serve as a trusted advisor, aligning solutions with the digital transformation objectives of government clients.

• Foster client retention and expansion by managing and growing existing contracts.

Sales Execution & Deal Closing

• Oversee and manage the complete sales cycle, from prospecting to closing deals.

• Create and deliver tailored proposals to meet the specific needs of government agencies.

• Collaborate with legal and finance teams to structure contracts that comply with government procurement regulations.

• Work with internal product and engineering teams to ensure solutions meet required security and compliance standards (e.g., FedRAMP, NIST, FISMA).

Compliance & Contracting

• Ensure adherence to government procurement processes and regulations.

• Leverage GSA schedules, cooperative purchasing agreements, and other contract vehicles to maximize business opportunities.

• Stay up-to-date on government IT security mandates and budget changes that could impact purchasing decisions.

Leadership & Cross-Functional Collaboration

• Mentor junior sales representatives and contribute to a high-performance sales culture.

• Partner with marketing and customer success teams to refine go-to-market strategies for government clients.

• Represent the company at industry events, conferences, and procurement expos.

Qualifications:

Experience

• 5+ years of experience in sales, particularly within SaaS, enterprise software, or technology solutions.

• Proven success selling to federal, state, or local government agencies.

• In-depth knowledge of government procurement cycles, contract vehicles, and compliance standards.

Skills & Knowledge

• Strong understanding of RFP processes, government tenders, and public sector sales strategies.

• Knowledge of IT security standards such as CMMC, NIST, and FISMA.

• Exceptional negotiation, presentation, and stakeholder engagement abilities.

• Strong forecasting and sales performance management skills.

Preferred Qualifications

• Experience working with government resellers, system integrators, or channel partners.

• Familiarity with GSA schedules, cooperative agreements, and IDIQ contracts.

• Prior experience as a U.S. Government employee in the DoD, IC, or Federal Law Enforcement sectors.

• Established relationships with government agencies (preferred but not required).

Addison Group is an Equal Opportunity Employer. Addison Group provides equal employment opportunities (EEO) to all employees and applicants without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, genetic information, marital status, amnesty, or status as a covered veteran, in accordance with applicable federal, state, and local laws. Reasonable accommodation is available for qualified individuals with disabilities upon request.

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