IT Federal Sales Director

GST, Inc; Washington (District of Columbia); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Medical, Dental, and Vision coverage

401(k) plan

Paid vacation

Additional company perks

Job summary

GST, Inc is seeking a dynamic IT Federal Sales Director in Washington, DC to lead the strategy and execution of federal sales across civilian, defense, intelligence, and federal systems integrator accounts.

The role requires building high-performing federal sales teams, expanding multimillion-dollar pipelines, and securing major government contracts through executive-level collaboration with agencies, prime contractors, SI partners, and technology vendors.

Qualifications

• Bachelor's degree required; MBA or advanced degree preferred.
• 7+ years of Federal IT sales and 7+ years of sales leadership experience.
• Proven success in winning and managing complex multimillion-dollar federal opportunities.
• Strong knowledge of FAR/DFARS, capture management, and federal contract vehicles.
• Established relationships with federal agencies, SI partners, and contractors.
• Experience selling enterprise technology including cloud, cybersecurity, AI, and SaaS.

Responsibilities

• Develop and execute a comprehensive Federal Government Sales strategy to meet revenue objectives.
• Identify, qualify, pursue, and close opportunities across civilian, defense, and intelligence accounts.
• Drive business development, capture management, and pipeline development activities.
• Establish executive-level relationships with agencies, prime contractors, and partners.
• Lead RFQ/RFP/RFI responses and leverage government procurement programs to drive growth.
• Oversee sales operations and present forecasts, pipelines, and account strategies to leadership.

Skills

Federal IT sales

Executive leadership

Strategic account management

Business development

Public sector procurement knowledge

Vendor partnerships

Proposal strategy

Relationship building

Forecasting & pipeline

Education

Bachelor's degree

MBA or advanced degree

Tools

CRM platforms

Sales forecasting tools

Microsoft Office

Job description

IT Federal Sales Director

Location: Washington, DC

Position Summary

The IT Federal Sales Director is responsible for driving federal sales strategy, business development, revenue growth, and market expansion across civilian, defense, intelligence, and federal systems integrator (FSI) accounts. This executive leader will develop and execute go-to-market strategies, oversee federal sales operations, build strategic partnerships, and lead complex federal technology pursuits. The ideal candidate brings a proven track record of building high-performing federal sales organizations, growing multimillion-dollar pipelines, securing large government contracts, and fostering executive-level relationships across federal agencies, prime contractors, systems integrators, and technology partners.

Key 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.

Preferred Skills & 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.
• - Experience selling enterprise technology solutions, including cloud, cybersecurity, networking, infrastructure, AI, managed services, and SaaS.
• - Established relationships with federal agencies, systems integrators, government contractors, and technology partners.
• - Strong leadership, communication, presentation, negotiation, and strategic planning skills.
• - Proficiency with Microsoft Office, CRM platforms, and sales forecasting tools.
• - Relevant industry and vendor certifications preferred.

Compensation & Benefits

• - Medical, Dental, and Vision coverage
• - 401(k) plan
• - Paid vacation
• - Additional company perks

About GST

Golden Star Technology Inc. ( GST ), headquartered in Cerritos, California, is an award-winning provider of IT and audiovisual (AV) solutions serving commercial, government, healthcare, and education customers nationwide. For several consecutive years, GST has received prestigious workplace and business excellence awards, reflecting our commitment to innovation, employee engagement, and exceptional customer service.

Since 1985, GST has delivered industry-leading technology solutions through strategic partnerships with top manufacturers and solution providers, helping organizations achieve their business and mission objectives with confidence.

For more information, please visit www.gstinc.com