Head of Government Sales

Wood Mackenzie•Washington, DC

About The Position

Wood Mackenzie is seeking an experienced and driven US Government Team Lead to manage and grow our federal government client portfolio. This individual will lead a team of analysts and client success professionals dedicated to serving US government clients, ensuring the highest standard of insight delivery, client engagement, and account growth. The ideal candidate brings a deep understanding of the federal procurement landscape — particularly within agencies such as the Department of Energy (DOE) and Department of Defense (DOD) — along with expertise in energy policy and the unique needs of government stakeholders.

Requirements

Bachelor's degree in energy, public policy, economics, international relations, business, or a related field
7+ years of experience in government relations, federal account management, consulting, or a related field
Demonstrated hands-on experience with federal procurement processes, specifically within DOE and/or DOD
Proven track record of successfully winning and managing federal contracts, task orders, or BPA calls
Strong working knowledge of FAR, DFARS, DEAR, and other relevant acquisition regulations
Experience with federal contracting vehicles including GSA Schedule, IDIQs, and agency-specific vehicles
Deep understanding of DOE and DOD budget and acquisition cycles
Proven ability to lead and develop teams in a client-facing environment
Excellent communication, presentation, and stakeholder management skills

Nice To Haves

Master's degree or advanced qualification in a relevant discipline
Federal Acquisition Certification (FAC-C) or Certified Federal Contracts Manager (CFCM) designation
Experience working directly within or alongside DOE national laboratories (e.g., NREL, Argonne, PNNL) or DOD research and engineering offices
Familiarity with Wood Mackenzie's product suite or comparable energy intelligence platforms
Active security clearance or the ability to obtain one (Secret or Top Secret preferred for DOD engagements)
Experience with government procurement tools including SAM.gov, GovWin IQ, or similar platforms

Responsibilities

Lead, mentor, and develop a team of analysts and client engagement professionals focused on the US government sector
Set clear objectives, manage performance, and foster a collaborative, high-performance team culture
Coordinate workload distribution and ensure timely, high-quality delivery of client commitments
Serve as the primary senior point of contact for key US federal government accounts including DOE, DOD, State Department, DHS, national laboratories, and other federal agencies
Build and maintain strong, long-term relationships with senior government stakeholders, contracting officers, and program managers
Oversee client onboarding, renewals, and expansion conversations in partnership with the sales team
Identify and pursue opportunities to expand Wood Mackenzie's footprint across federal agencies
Collaborate with product, research, and commercial teams to align offerings with government client needs
Develop and execute account plans to drive revenue retention and growth
Provide strategic guidance on energy markets, policy, and geopolitical risk in support of government client briefs
Support the creation and delivery of tailored research, presentations, and advisory engagements for federal clients
Stay current on US energy policy, federal procurement regulations, and legislative developments
Lead and manage the end-to-end procurement process for federal agency engagements, including responses to RFPs, RFIs, Sources Sought notices, and task order competitions
Maintain expert-level knowledge of federal acquisition regulations including FAR, DFARS, and agency-specific supplements (e.g., DOE Acquisition Regulation - DEAR; DOD acquisition policies)
Manage and leverage government contracting vehicles including GSA Schedules, IDIQs, BPAs, and agency-specific contract vehicles relevant to DOE and DOD
Serve as the internal subject matter expert on DOE and DOD procurement cycles, budget processes, and acquisition strategies to ensure timely and compliant proposal submissions
Coordinate with legal, finance, and compliance teams to ensure all contracting activities meet federal requirements
Build and maintain relationships with Contracting Officers (COs), Contracting Officer Representatives (CORs), and Program Managers across DOE offices (e.g., ARPA-E, Office of Energy Efficiency & Renewable Energy, Office of Intelligence & Counterintelligence) and DOD components (e.g., Defense Intelligence Agency, Office of the Under Secretary of Defense for Acquisition & Sustainment)
Monitor and track federal budget cycles, Congressional appropriations, and agency spending priorities to anticipate procurement opportunities
Maintain a pipeline of upcoming procurement opportunities using tools such as SAM.gov, USASpending.gov, and GovWin