Head of Government Sales

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

## Head of Government SalesApplylocations: US-DC-Washington-Officetime type: Full timeposted on: Posted Todayjob requisition id: JR3135Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape.For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments.Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected.By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe.This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.Wood Mackenzie Intelligence Connected**WoodMac.com** **Wood Mackenzie Brand Video****Wood Mackenzie Values*** Inclusive – we succeed together* Trusting – we choose to trust each other* Customer committed – we put customers at the heart of our decisions* Future Focused – we accelerate change* Curious – we turn knowledge into actionWood Mackenzie is seeking an experienced and driven **US Government Team Lead** to manage and grow our federal government client portfolio. This individual will lead a team of analysts and client success professionals dedicated to serving US government clients, ensuring the highest standard of insight delivery, client engagement, and account growth. The ideal candidate brings a deep understanding of the federal procurement landscape — particularly within agencies such as the Department of Energy (DOE) and Department of Defense (DOD) — along with expertise in energy policy and the unique needs of government stakeholders.### ## Key Responsibilities## **Team Leadership*** 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**Client Engagement & Account Management*** 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**Strategic Growth*** 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**Research & Insights*** 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**Federal Procurement & Contracting*** 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### ### **Required*** 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**Preferred*** Master's degree or advanced qualification in a relevant discipline* Federal Acquisition Certification (FAC-C) or Certified Federal Contracts Manager (CFCM) designation* Experience working directly within or alongside DOE national laboratories (e.g., NREL, Argonne, PNNL) or DOD research and engineering offices* Familiarity with Wood Mackenzie's product suite or comparable energy intelligence platforms* Active security clearance or the ability to obtain one (Secret or Top Secret preferred for DOD engagements)* Experience with government procurement tools including SAM.gov, GovWin IQ, or similar platforms### ### Competencies* Strategic thinking and commercial acumen* Leadership and team development* Federal procurement and contracting expertise* Client relationship management across civilian and defense agencies* Energy market knowledge and policy literacy* Strong written and verbal communication* Collaborative and cross-functional working style **Equal Opportunities** We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov