Government Account Representative

Carahsoft; Reston (VA); Hybrid; USD 70,000 - 110,000; Full time

Job summary

Carahsoft in Reston, VA, is seeking a driven sales professional to drive government opportunities across federal, state, and local markets. The role handles the full sales cycle from lead generation to close, with a focus on compliant quoting and strong customer relationships.

The position is hybrid, based out of the Reston office, and requires a proactive, detail-oriented approach to pipeline management and campaign execution within government procurement contexts.

Qualifications

• BA/BS degree in Sales, Business, or related discipline.
• 1–2 years of work experience in sales, account management, business development or related field.

Responsibilities

• Oversees the full sales cycle for federal, state, and local opportunities from engagement to award and delivery.
• Proactively generates business, builds relationships with customers and closes deals in a competitive landscape.
• Maintains knowledge of the technology portfolio and emerging market technologies.
• Prepares and submits quotes, proposals, and contract documents compliant with agency requirements.
• Maintains an up-to-date sales forecast and CRM pipeline for revenue planning.
• Identifies and qualifies government opportunities through research and procurement databases.

Skills

Confident communicator

Self-starter

Adaptable

Attention to detail

Travel willingness

Education

BA/BS in Sales or Business

Tools

Microsoft Office

Job description

Drives sales and manages relationships within federal, state, and local government markets for technology portfolios. Oversees the entire sales process — from lead generation and opportunity qualification to quoting, forecasting, and deal closure — while ensuring compliance with procurement regulations. Coordinates targeted marketing campaigns, maintains accurate pipeline forecasts, and works closely with internal teams to deliver competitive, compliant solutions that meet agency requirements.

This role is a hybrid schedule based out of our office in Reston, VA.

Overall Responsibilities:

• Manage Deals: Oversees the full sales cycle for federal, state, and local opportunities, from initial engagement to contract award and delivery.
• Sales Driven Mindset: Proactively generates business, overcomes challenges, builds relationships with customers and closes deals in a competitive landscape.
• Technology Expert: Maintains a high level of knowledge on current technology portfolio for vendors and remains educated in new emerging technologies in the marketplace.
• Quoting & Proposal Development: Prepares and submits accurate quotes, proposals, and contract documents in alignment with agency requirements and procurement regulations.
• Forecasting & Pipeline Management: Maintains an up-to-date sales forecast and CRM pipeline to support accurate revenue projections and resource planning.
• Lead Generation: Identifies and qualifies new government opportunities through research, networking, and leveraging agency procurement databases (e.g., SAM.gov, FPDS).
• Resilience and Persistence: Frequently follows up with customers, overcomes objections and remains optimistic while navigating business challenges.
• Marketing Campaign Execution: Coordinates and runs targeted marketing campaigns for the public sector, including webinars, events, and digital outreach.

Desired Qualifications & Experience:

• Confident and Assertive Communicator – the ability to confidently communicate both internally and externally.
• Self-starter who shows initiative with their own campaigns, projects, and plans.
• Adaptable, quick learner and with the ability to thrive in a fast-paced sales environment.
• Strong attention to detail skills to understand and execute quoting and ordering process.
• Proficient in Microsoft Office programs.
• Ability to travel to events and meetings.
• BA/BS degree in Professional Sales, Business, or related discipline.
• 1-2 years of work experience in sales, account management, business development, customer service, or other related field.

Carahsoft is an equal opportunity company. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability or