Federal Government Sales Leader

Wood Mackenzie Ltd; Washington (District of Columbia); On-site; USD 130,000 - 210,000; Full time

Job summary

Wood Mackenzie in Washington, DC is seeking a Head of Government Sales to lead our US federal government team, shaping strategy and guiding client engagements with DOE, DOD, and other agencies. You will manage a team of analysts and client success professionals to deliver insights and win contract opportunities.

The role requires deep knowledge of FAR/DFARS, federal procurement processes, and budget cycles, plus the ability to translate policy trends into research and advisory offerings for

Qualifications

• 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

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

Skills

Team Leadership

Client Engagement

Federal Procurement

Policy Knowledge

Stakeholder Management

Commercial Acumen

Strategic Growth

Education

Bachelor's degree in energy/public policy/economics/international relations/business

Master's degree or advanced qualification

Job description

Wood Mackenzie in Washington, DC is seeking a Head of Government Sales to lead our US federal government team, shaping strategy and guiding client engagements with DOE, DOD, and other agencies. You will manage a team of analysts and client success professionals to deliver insights and win contract opportunities.

The role requires deep knowledge of FAR/DFARS, federal procurement processes, and budget cycles, plus the ability to translate policy trends into research and advisory offerings for