Federal Account Sales Executive – National Labs

Huron•Washington, DC

1d•$218,750 - $303,750

About The Position

The Federal Account Sales Executive drives growth for Huron’s Digital business across the national labs ecosystem, including national laboratories and affiliated federally sponsored research organizations such as FFRDCs and UARCs. The role serves as the primary client executive for assigned accounts and leads the sales cycle from capture through contract close, including opportunity qualification, win strategy, deal shaping, pricing, and proposal development. The position collaborates with client stakeholders, solution architects, delivery teams, and alliance partners to develop differentiated value propositions and pursuit materials, including proposals, oral presentations, and demonstrations. It coordinates pursuit timelines, cross-functional contributions, reviews, and risk mitigation. The role also supports a seamless transition to delivery and may remain engaged after the sale to support project success, client satisfaction, and outcomes. Working in a matrixed environment, the executive develops market and account strategies, builds pipeline, leads complex sales pursuits, and contributes to the growth of Huron’s digital solutions for national labs and affiliated research organizations. The position is expected to originate $10–16 million in sales in the first 2.5 years and maintain an approximately $30 million pipeline. The role may support active engagements, including project health and financial performance, as directed by industry leadership.

Requirements

At least 6 years of experience selling digital solutions within the Federal Government, with demonstrated experience and established relationships across national labs, FFRDCs, UARCs, labs, or affiliated agencies and research organizations.
Ability to activate executive-level relationships into qualified pipeline by identifying client priorities, shaping early-stage opportunities, and connecting digital capabilities to mission-driven needs.
Public Sector consulting experience with meaningful exposure to national labs’ mission priorities, the national laboratory ecosystem, FFRDCs, UARCs, or energy and science agency procurement processes.
Demonstrated success leading business development efforts within national labs, FFRDCs, UARCs, labs, or the broader energy and science federal community, including working knowledge of FAR and the federal budget and authorization process.
Proven, trust-based relationships within the national labs, FFRDC, and UARC communities that can be activated to drive revenue growth.
Excellent written and verbal communication skills.
Ability to establish and maintain credibility with senior national labs, FFRDC, UARC, and national laboratory leadership stakeholders.
Ability to manage multiple initiatives of varying size and complexity.
Experience mentoring and developing consulting staff.
Bachelor’s degree in a related field or equivalent experience.
Willingness to travel up to 50%.

Nice To Haves

Washington, DC–area location is strongly preferred.
Contracting relationships within the national labs ecosystem are beneficial but not required.
Demonstrated thought leadership through speaking engagements and/or publications.

Responsibilities

Grow and support Huron’s Digital national labs business.
Originate $10–16 million in sales in the first 2.5 years and build an approximately $30 million pipeline across national labs, FFRDCs, UARCs, labs, and affiliated programs.
Develop and execute go-to-market and account strategies for Digital solutions with targeted national labs clients.
Build and qualify a pipeline focused on high-end Digital solutions.
Shape opportunities and elevate Huron’s brand through thought leadership, white papers, demonstrations, and related activities.
Serve as sales solution architect for national labs and energy-sector RFx responses.
Build and maintain strong relationships with Digital vendor sales teams.
Support oversight of active engagements, including project health and financial performance, as directed by industry leadership.
Serve as executive client relationship owner for assigned national labs accounts and leverage relationships across national laboratories, FFRDCs, UARCs, program offices, and acquisition teams.
Lead sales pursuits from capture through contract close, including opportunity qualification, win strategies, deal shaping, pricing, and proposal development.
Coordinate pursuit timelines, cross-functional contributions, reviews, and risk mitigation; develop pursuit materials such as proposals, oral presentations, and demonstrations.
Ensure a seamless handoff to delivery and, when needed, remain engaged post-sale to support project success, client satisfaction, and outcomes.
Collaborate with public sector industry leadership, federal market leaders, sales teams, and the Growth Enablement Team (GET).
Manage multiple initiatives of varying size and complexity and mentor and develop consulting staff.