Federal Sales Manager

VirTra, Inc.; Town of Florida (NY); On-site; USD 120,000 - 180,000; Full time

Job summary

VirTra, Inc. is seeking a Federal Sales Manager to lead revenue growth in the U.S. federal market.

You will develop and execute strategic sales plans, manage the full lifecycle from lead generation to contract award, and represent the company at industry conferences and government events. The ideal candidate has deep knowledge of federal procurement, acquisition regulations, and agency missions, with a proven ability to build trusted relationships with government decision-makers and drive

Qualifications

• Understanding of federal procurement processes
• Knowledge of acquisition regulations
• Experience engaging with government decision-makers

Responsibilities

• Develop and execute a comprehensive federal sales strategy aligned with company growth objectives.
• Identify, qualify, pursue, and close new business opportunities across federal agencies, including DoD, DHS, VA, and DOJ.
• Leverage federal contract vehicles including GSA Schedules, IDIQs, GWACs, BPAs, and other procurement channels to accelerate sales growth.
• Stay informed of federal acquisition regulations, agency priorities, budgets, and procurement trends.
• Represent VirTra at industry conferences, trade shows, government training events, and networking opportunities.
• Manage the full sales process, including lead generation, opportunity qualification, needs assessment, product demonstrations, proposal development, negotiations, and post-sale support.
• Develop compelling proposals and pricing packages tailored to agency requirements.
• Present and demonstrate products to federal stakeholders and collaborate with internal teams on customized solutions.
• Prepare and submit complete sales contracts and documentation; navigate sole-source opportunities and contract vehicle utilization.
• Coordinate with Marketing, Product Development, Operations, and Customer Success to maximize customer satisfaction and account growth.
• Maintain accurate opportunity and pipeline data in the CRM and deliver reliable revenue forecasts.
• Establish and achieve weekly, monthly, quarterly, and annual sales goals.
• Adhere to ISO 9001 processes and company quality standards.
• Perform additional duties as required.

Job description

Job Description

Link: https://www.ondemandassessment.com/o/JB-HVSTGFET1/landing?u=148397

VirTra is seeking a results-driven Federal Sales Manager to lead revenue growth and business development efforts within the U.S. federal government market. This role is responsible for developing and executing federal sales strategies, identifying, and closing new business opportunities, managing strategic partnerships, and leveraging federal contract vehicles to drive growth.

The ideal candidate possesses a deep understanding of federal procurement processes, acquisition regulations, and agency missions, along with a proven ability to build trusted relationships with government decision-makers. This individual will manage the complete sales lifecycle—from opportunity identification and prospecting through contract award and post-sale support—while ensuring compliance with federal standards and company policies.

Federal Sales Strategy & Business Development

• Develop and execute a comprehensive federal sales strategy aligned with company growth objectives.
• Identify, qualify, pursue, and close new business opportunities across federal agencies, including but not limited to the Department of Defense (DoD), Department of Homeland Security (DHS), Department of Veterans Affairs (VA), and Department of Justice (DOJ).
• Leverage federal contract vehicles including GSA Schedules, IDIQs, GWACs, BPAs, and other procurement channels to accelerate sales growth.
• Stay informed of federal acquisition regulations, agency priorities, budgets, and procurement trends.
• Represent VirTra at industry conferences, trade shows, government training events, and networking opportunities.

Sales Cycle Management

• Manage the full sales process, including:
• • Lead generation and prospecting
  • Opportunity qualification
  • Needs assessment
  • Product demonstrations
  • Proposal and quote development
  • Contract negotiation
  • Contract award
  • Post-sale support
• Develop compelling proposals, bid responses, and pricing packages tailored to agency requirements.
• Present and demonstrate products and solutions to federal stakeholders.
• Recommend product solutions based on customer needs and technical requirements.
• Collaborate with internal technical teams to develop customized solutions.
• Prepare and submit complete and accurate sales contracts and documentation.
• Navigate federal procurement pathways, including sole-source opportunities and contract vehicle utilization.
• Coordinate with Marketing, Product Development, Operations, and Customer Success teams to maximize customer satisfaction and account growth.

Customer & Stakeholder Engagement

• Build and maintain strong relationships with procurement officials, contracting officers, program managers, end users, prime contractors, and industry partners.
• Serve as a trusted advisor and company representative at customer meetings, briefings, demonstrations, and industry events.
• Respond to inquiries regarding products, pricing, availability, contract options, and service offerings.
• Identify and develop prospective customer relationships through networking, referrals, market research, and industry events.

Negotiation & Contract Execution

• Lead pricing and contract negotiations to achieve mutually beneficial business outcomes.
• Position product features and benefits based on customer requirements and mission objectives.
• Partner with Marketing, Product, Legal, and Finance teams to ensure compliance and successful contract execution.

Reporting & CRM Management

• Maintain accurate opportunity, pipeline, and customer information within the company CRM platform.
• Deliver reliable revenue forecasts and sales performance reporting to leadership.
• Establish and achieve weekly, monthly, quarterly, and annual sales goals.

Operational Responsibilities

• Adhere to ISO 9001 processes and company quality standards.
• Accurately track and report time worked by project code.
• Share market intelligence, competitive insights, and sales best practices with colleagues.
• Support cross-functional initiatives and departmental needs as required.
• Perform additional duti