Federal Sales Manager

VirTra•Orlando, FL

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 requires knowledge of federal procurement regulations, acquisition processes, agency missions, and the ability to build long-term relationships with government decision-makers. The manager oversees the full sales cycle, from identifying opportunities through post-sale follow-up, while complying with federal standards. Extensive travel is required, including trips of up to three consecutive weeks. The position develops and executes federal sales strategies; identifies, qualifies, pursues, and closes opportunities across federal agencies; and uses vehicles such as GSA Schedules, IDIQs, GWACs, BPAs, and sole-source opportunities. It manages prospecting, needs assessments, demonstrations, proposals, quotes, negotiations, contract awards, order processing, and post-sale support. The manager works with internal technical, marketing, product development, customer success, and legal teams to tailor solutions, ensure compliance, and grow accounts. The role builds relationships with procurement officers, program managers, contracting officials, prime contractors, and industry partners; represents VirTra at meetings, briefings, trade shows, conferences, and federal training events; responds to customer inquiries; and negotiates pricing, terms, and service agreements. It also maintains CRM records and pipeline activity, provides forecasts and performance metrics, meets sales objectives, follows ISO 9001 and company quality processes, records time worked by project code, shares market intelligence, and supports other departments as needed. This is a full-time position of 40 or more hours per week, with a flexible schedule that may include overnight or late-night work. The employee must be able to travel extensively, hold 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. Pre-employment checks include criminal background and DMV checks, drug screening, and a credit check if a company credit card is requested. The job includes physical requirements such as frequent standing, walking, handling items, and reaching; rare lifting of 60 pounds or more; and extended computer work with repetitive wrist, hand, or finger motions.

Requirements

Bachelor’s degree in business, marketing, government studies, or equivalent work in related skills.
Five years of experience in federal sales, government contracting, or business development.
Proven track record 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 in 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 meet the physical demands of the position, including frequent standing, walking, handling, and reaching; rare lifting of 60 pounds or more; and extended computer work involving repetitive wrist, hand, or finger motions.
Successful completion of applicable pre-employment criminal background and DMV checks and drug screening; a credit check is required if a company credit card will be requested.

Responsibilities

Develop and execute a federal sales strategy aligned with company growth objectives.
Identify, qualify, pursue, and close business opportunities across federal agencies, including DoD, DHS, and VA.
Use GSA Schedules, IDIQs, GWACs, BPAs, sole-source opportunities, and other contract vehicles to support sales.
Monitor federal acquisition regulations, agency priorities, and market trends affecting procurement.
Represent VirTra at industry trade shows, conferences, federal training events, meetings, and briefings.
Manage the full sales lifecycle, including lead generation, prospecting, needs assessment, demonstrations, proposals, quotes, negotiations, contract awards, and post-sale support.
Prepare proposals, quotes, and bid specifications tailored to agency requirements.
Demonstrate and explain products, services, and methods to influence purchasing decisions.
Recommend product solutions based on customer needs and knowledge of product capabilities.
Collaborate with internal technical teams to deliver tailored product demonstrations and solutions.
Prepare and submit complete sales contracts and ensure accurate order processing.
Coordinate with marketing, product development, customer success, and legal teams to tailor offerings, ensure compliance, and support customer satisfaction and account growth.
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.
Identify prospective customers through business directories, referrals, and industry events.
Negotiate pricing, terms, and service agreements to achieve mutually beneficial outcomes.
Track pipeline activity and update customer records in the company CRM system.
Provide leadership with accurate revenue forecasts and performance metrics.
Establish and meet weekly, monthly, and quarterly sales objectives aligned with company targets.
Comply with department ISO 9001 processes and company quality policies.
Log time worked daily by project code.
Share selling strategies, market intelligence, and best practices with colleagues.
Provide support to other departments and perform additional duties as assigned.