Federal Market Leader, North America

Montrose Environmental Group•USA-AR-Remote, AR

1d•$200,000 - $250,000•Remote

About The Position

We are looking for a visionary, strategic, and client-obsessed Federal Market Leader to join us. In this role, you will report to the SVP of Key Accounts and Markets and serve as the voice and face of Onterris within your market. You will lead with insight, inspire cross-functional collaboration, and activate integrated value propositions that resonate deeply with the unique needs of your industry. This position is remote, with preference for locations with a high density of oil & gas companies. Your success will be measured not just by revenue and brand growth, but by how deeply Onterris becomes embedded in our clients' journeys as a critical catalyst for environmental and business performance. You’ll unlock new opportunities, foster long-term partnerships, and ensure Onterris is recognized as indispensable in achieving transformative client outcomes. The compensation range for this role is $200,000 - $250,000, in addition to an annual bonus (10-15%), commensurate with experience, skills, and geographic location As a market lead, you will translate market trends (within and across all business lines) into client development actions that position Onterris as an industry leader and fuel our continued growth. The ideal candidate will be recognized as a collaborative leader internally and externally, driving towards a unified go-to-market strategy enabling us to deliver compelling offerings to our clients.

Requirements

15+ years of experience in the Federal environmental industry, with a track record of success in managing large key accounts within a consulting setting
Experience working with Federal entities including the DOD, DOE, DOI
Strong relationships with contracting agencies such as the USACE Districts, AFCEC, KSSCMC, and EPA
Bachelor’s degree in Environmental Engineering, Science, or related technical field; MBA or advanced degree preferred, not required.
Proven ability to lead in a matrixed environment and operate as a trusted client advisor
Strong leadership and team collaboration skills, with a passion for developing talent
Excellent communication and interpersonal skills, with the ability to articulate our value proposition across teams, clients and stakeholders
Adaptable, resilient, and comfortable working both independently and collaboratively in a fast-paced, evolving environment
Proficiency in strategic account planning, sales forecasting, and CRM management, particularly in Salesforce
A proactive, growth-oriented mindset, with the ability to challenge the status quo and offer innovative solutions
Willingness and ability to travel domestically and internationally, up to 25%

Nice To Haves

MBA or advanced degree preferred, not required.

Responsibilities

Utilize existing network of contacts to drive additional business within existing client accounts and identify new client opportunities.
Own Onterris-wide bookings and growth in the Federal Sector, across Consulting and Treatment, Measurements, and Analysis
Collaborate and strategize with the internal Federal Team on upcoming Federal solicitations, perform go/no-go, work with the Team on developing partnerships for greatest capture rate and expanding Federal footprint across the US.
Complete and keep up-to-date an evaluation of the Total Addressable Market (TAM), current market share, competitor analysis, discover unmet needs, and evaluate current client experience with Onterris clients.
Work with the internal Federal Team to develop Account Plans for existing and developing Federal Accounts.
Evaluate the Top 5 accounts that, where appropriate, could transition into the Key Client Program.
Strategize with the internal Federal Team on partnerships, particularly Mentor-Protégé JVs, Large-Large JVs, and Prime/Sub partnerships to increase win rate.
Partner with internal Federal Legal on evaluating upcoming RFPs, contract language, partner Teaming Agreements, Non-Disclosure Agreements, JV Agreements/Operating Agreements, interaction with Contracting Officers, JV quarterly meetings.
Act as Key Client Leader (KCL) for select account(s) as part of the Onterris formal Key Client Program (KCP).
Supervise and assist KCLs within the market on account plans and strategy.
Identify additional accounts for inclusion in the KCP and additional staff that can participate in the program as KCLs.
Mentor and build a pipeline of future KCLs.
Create a pipeline of future KCP clients by identifying and incubating high-growth accounts.
Assist Lines of Businesses (LOB’s) and KCLs in managing existing contracts processes for renewals and obtain new customer programs within the market.
Collaborate with the Proposal Team and internal Federal Team on proposal efforts associated with RFPs; particularly SF330s and supporting Prime/Sub proposals.
Prepare monthly reports with data analysis from the market’s performance to include sales pipeline, client activities, leads, events, etc.
Develop a deep understanding of client’s needs in the market through discovery calls, interviews and immersing yourself into their industry.
Collaborate across LOBs to develop comprehensive go-to-market solutions and an integrated value proposition tailored to resonate with clients within your market.
Increase Onterris’ visibility and brand within the market and develop and execute a unified, strategic conference plan that achieves ROI and event success in partnership with the Events Team, ensuring conference attendees are coordinated, strategic, and clear on roles and expectations.
Partner with the Marketing team to align integrated value proposition and help influence thought-leadership content and ensures social media is up to date, enhancing customer acquisition efforts.
Foster a trusting and collaborative relationship across divisional sales teams and encourage strong inter-LOB communication, ensuring teams stay connected and informed on Federal Market initiatives and opportunities.
Stay informed with industry trends, technologies, and regulatory developments related to the Federal Market.
Act as an expert and trusted advisor to clients in the market.
Orchestrate the communication of internal market updates and knowledge-sharing sessions that enable alignment, connectivity and information-sharing across LOBs.
Assist in identifying capacity gaps to proactively address potential opportunities, including new developing markets, service offerings, regulatory support needs, and geographic expansions.