Federal Sales Representative

BTI; Upper Marlboro (MD); On-site; USD 90,000 - 120,000; Full time

Job summary

BTI, a veteran-owned small business in Upper Marlboro, MD, is looking for an experienced Federal Sales Representative. This role involves driving revenue growth by closing opportunities with federal agencies while leveraging a minimum of 5 years of sales experience. Ideal candidates will have a successful track record in federal contracts and the ability to navigate complex acquisition environments.

Successful applicants must demonstrate strong communication skills and a solid understanding of federal procurement processes, ensuring adherence to compliance during bids. Join BTI and contribute to innovative IT solutions for the Federal Government.

Qualifications

• 5+ years of federal sales, business development, or capture management experience.
• Documented history of achieving or surpassing sales targets in the federal market.
• Strong understanding of FAR/DFARS and federal procurement processes.

Responsibilities

• Drive revenue growth by identifying, qualifying, and closing opportunities with federal agencies.
• Maintain a demonstrated history of meeting or exceeding annual sales quotas.
• Build trusted relationships with contracting officers and program managers.

Skills

Sales negotiation

Relationship building

Federal procurement knowledge

CRM proficiency

Job description

Business Technology Integrators (BTI) is a Service-Disabled Veteran-Owned Small Business (SDVOSB) with more than 25 years of experience delivering innovative IT solutions to the Federal Government. We are committed to excellence, innovation, and supporting mission-critical programs that serve our nation.

We are seeking an experienced Federal Sales Representative with a minimum of five years of successful sales experience within the federal contracting space. The ideal candidate brings a proven track record of exceeding revenue targets, winning competitive bids, and building long‑term relationships across federal agencies. This role requires deep knowledge of the federal procurement lifecycle, strong capture skills, and the ability to navigate complex acquisition environments.

Key Responsibilities

• Drive revenue growth by identifying, qualifying, and closing opportunities with federal agencies and prime contractors.
• Leverage 5+ years of federal sales experience to develop strategic account plans and expand agency penetration.
• Maintain a demonstrated history of meeting or exceeding annual sales quotas.
• Lead capture efforts, including opportunity shaping, teaming strategies, and competitive positioning.
• Collaborate with proposal, technical, and pricing teams to deliver compliant, compelling bids.
• Build trusted relationships with contracting officers, program managers, and acquisition stakeholders.
• Track opportunities through SAM.gov, agency forecasts, GWACs, IDIQs, and other procurement vehicles.
• Provide accurate pipeline forecasts and maintain CRM documentation.
• Represent the company at federal industry days, conferences, and agency briefings.

Required Qualifications

• 5+ years of federal sales, business development, or capture management experience.
• Documented history of achieving or surpassing sales targetsin the federal market.
• Strong understanding of FAR/DFARS and federal procurement processes.
• Experience selling to civilian, DoD, or intelligence agencies.
• Excellent communication, negotiation, and relationship‑building skills.
• Ability to manage long sales cycles and complex acquisition pathways.
• Proficiency with CRM systems and pipeline management.