Federal IT Sales Director: Strategy, Growth & Capture

GST, Inc; Washington (District of Columbia); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401(k) plan

Paid vacation

Additional company perks

Job summary

GST, Inc is seeking an IT Federal Sales Director to lead the federal sales strategy across civilian, defense, intelligence, and federal systems integrator accounts in Washington, DC. This executive role drives revenue growth, GTM execution, and high-level partnerships.

Ideal candidate will have a proven track record building multimillion-dollar federal pipelines, winning large government contracts, and fostering executive relationships with federal agencies, primes, ISVs, and technology

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.
• 7+ years of Federal IT sales/business development experience and 7+ years of sales leadership experience.
• Proven success winning and managing complex, multimillion-dollar federal opportunities while exceeding revenue targets.
• Strong knowledge of federal procurement, FAR/DFARS, capture management, proposal development, and federal contract vehicles (GSA, SEWP, GWACs, IDIQs, BPAs).
• Expertise in federal account management, executive relationship building, territory planning, pipeline development, and partner engagement.

Responsibilities

• Develop and execute a comprehensive Federal Government Sales and Federal Market Strategy to achieve revenue, margin, and growth objectives.
• Identify, qualify, pursue, and close new business opportunities within federal civilian, defense, intelligence, and public sector accounts.
• Drive Federal Business Development, Strategic Capture Management, Territory Management, and Pipeline Development activities to build and maintain a robust sales pipeline.
• Establish and maintain executive-level relationships with federal agencies, prime contractors, systems integrators, OEMs, distributors, and strategic technology partners.
• Lead sales efforts associated with federal procurement opportunities, including capture planning, proposal strategy, and participation in RFQ, RFP, and RFI responses.
• Leverage federal contract vehicles, including GSA Schedules, NASA SEWP, GWACs, IDIQs, BPAs, and other government procurement programs to drive revenue growth.
• Promote GST's portfolio of IT solutions, including cloud solutions, cybersecurity, networking, data center infrastructure, hybrid cloud, AI solutions, managed services, and infrastructure modernization offerings.
• Identify opportunities to expand customer engagements through additional vendor partnerships, professional services, and emerging technology solutions.
• Serve as a trusted advisor to customers and take ownership of escalations to ensure timely and effective resolution.
• Prepare and present sales forecasts, pipeline reviews, account strategies, and quarterly business reviews to executive leadership.

Skills

Federal IT sales

Sales leadership

Federal procurement

Relationship building

Strategic planning

Negotiation

CRM proficiency

Education

Bachelor's degree

MBA

Tools

CRM platforms

Microsoft Office

Job description

GST, Inc is seeking an IT Federal Sales Director to lead the federal sales strategy across civilian, defense, intelligence, and federal systems integrator accounts in Washington, DC. This executive role drives revenue growth, GTM execution, and high-level partnerships.

Ideal candidate will have a proven track record building multimillion-dollar federal pipelines, winning large government contracts, and fostering executive relationships with federal agencies, primes, ISVs, and technology