Federal Sales Manager

VirTra•Chandler, AZ

About The Position

The Federal Sales Manager drives revenue growth in the federal government sector through direct sales, strategic partnerships, and federal contract vehicles. The role calls for knowledge of federal procurement regulations, acquisition processes, agency missions, and the ability to build lasting relationships with government decision-makers. The manager oversees the complete sales cycle, from opportunity identification through post-sale follow-up, while maintaining compliance with federal standards. Extensive travel is required, including trips of up to three consecutive weeks. The position develops and executes federal sales strategy; identifies, qualifies, pursues, and closes opportunities across federal agencies; and uses vehicles such as GSA Schedules, IDIQs, GWACs, and BPAs. It manages customer engagement, product demonstrations, proposals, quotes, negotiations, contract awards, order processing, and post-sale support. The role also maintains CRM records, forecasts revenue, meets sales objectives, follows company quality processes, and collaborates with internal teams and industry partners. This is a full-time position of 40 or more hours per week with a flexible schedule that may include overnight or late nights. Pre-employment requirements include criminal background and DMV checks, drug screening, and a credit check if a company credit card is requested. The employee must have an active, valid driver's license with no major offense within three years and be willing and able to use a personal vehicle for demonstrations, customer visits, or regional trade shows.

Requirements

Bachelor's degree in business, Marketing, Government Studies, or equivalent work in related skills.
At least 5 years of experience in federal sales, government contracting, or business development.
Proven record of selling to federal agencies and navigating acquisition processes.
Experience managing opportunities through GSA Schedules, IDIQs, GWACs, and other federal contract vehicles.
Strong understanding of the Federal Acquisition Regulation (FAR) and agency-specific supplements.
Existing relationships with stakeholders at agencies such as DoD, DHS, VA, DOJ, or similar.
Familiarity with CRM platforms such as Salesforce or Microsoft Dynamics.
Excellent presentation, negotiation, and communication skills.
Ability to travel extensively, including trips lasting up to three consecutive weeks.
Demonstrated ability to meet aggressive sales targets and manage multiple priorities.
Strong technical aptitude and ability to understand complex product offerings.
Active, valid driver's license with no major offense within the past three years.
Willingness and ability to use a personal vehicle for sales demonstrations, customer visits, or regional trade shows.
Ability to work a flexible schedule that may include overnight or late nights.
Ability to complete pre-employment criminal background and DMV checks and drug screening; a credit check is required if requesting a company credit card.
Ability to meet the described physical demands, including occasional lifting of items weighing 60 pounds or more.

Responsibilities

Develop and execute a federal sales strategy aligned with company growth objectives.
Identify, qualify, pursue, and close new business opportunities across federal agencies, including DoD, DHS, and VA.
Use GSA Schedules, IDIQs, GWACs, BPAs, sole-source opportunities, and other federal contracting vehicles to pursue business.
Monitor federal acquisition regulations, agency priorities, and procurement market trends.
Represent VirTra at trade shows, conferences, federal training events, meetings, and briefings.
Manage the full sales lifecycle, including lead generation, prospecting, needs assessment, demonstrations, proposal and quote development, negotiation, contract award, and post-sale support.
Prepare proposals, quotes, bid specifications, and sales contracts tailored to agency requirements; ensure contract completeness and accurate order processing.
Demonstrate and explain products, services, methods, and product capabilities to influence purchasing decisions and recommend solutions based on customer needs.
Collaborate with internal technical teams to deliver tailored product demonstrations and solutions.
Build and maintain relationships with procurement officers, program managers, contracting officials, prime contractors, and industry partners.
Respond to customer inquiries about products, pricing, availability, and credit terms, and identify prospective customers through directories, referrals, and industry events.
Negotiate pricing, terms, and service agreements; work with marketing, product, and legal teams to tailor offerings and ensure compliance.
Track pipeline activity and update customer records in the company's CRM system.
Provide leadership with revenue forecasts and performance metrics, and establish and meet weekly, monthly, and quarterly sales objectives.
Follow department ISO 9001 processes and company quality policies.
Log time worked daily by project code and share selling strategies, market intelligence, and best practices with colleagues.
Provide support to other departments as needed and perform additional duties as assigned.