IT Federal Sales Director

GST, Inc; Washington (District of Columbia); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Medical, Dental, Vision

401(k) plan

Paid vacation

Additional company perks

Job summary

GST, Inc is seeking an IT Federal Sales Director to lead the federal sales strategy across civilian, defense, intelligence, and federal systems integrator accounts in Washington, DC. This executive role drives revenue growth, GTM execution, and high-level partnerships.

Ideal candidate will have a proven track record building multimillion-dollar federal pipelines, winning large government contracts, and fostering executive relationships with federal agencies, primes, ISVs, and technology

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.

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.

Skills

Federal IT sales

Sales leadership

Federal procurement

Relationship building

Strategic planning

Negotiation

CRM proficiency

Education

Bachelor's degree

MBA

Tools

CRM platforms

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