Senior Account Manager & Pipeline Operations Lead

JANSON; Fairfax (VA); Hybrid; USD 90,000 - 130,000; Full time

Benefits offered by this job

Competitive base salary

Work from home flexibility

Medical, Dental and Vision Insurance

401K with matching incentive

Short and Long-term disability

Life insurance

Paid Time Off

Paid holidays

Professional development opportunities

Job summary

JANSON, Inc. in Fairfax, VA seeks a Senior Account Manager & Pipeline Operations Lead to drive growth with federal partners and commercial customers. You will lead strategic partnerships, oversee the sales pipeline, coordinate capture activities, and provide executive briefings to support decision-making and resource planning.

Strong collaboration with leaders across the company is essential. Candidates bring 5+ years in business development or account management, proven relationship

Qualifications

• 5+ years of experience in business development, account management, or related growth roles.
• Experience supporting Federal, DoD, Army, or government services markets.
• Demonstrated ability to manage relationships with strategic partners, sales channels, customers, and internal stakeholders.
• Strong understanding of business development pipelines, opportunity qualification, capture activity, sales forecasting, and account planning.
• Ability to coordinate with senior executives and hold action owners accountable in a respectful, professional, and persistent manner.

Responsibilities

• Manage and nurture relationships with JANSON’s strategic partners, ensuring alignment with company goals and customer needs.
• Oversee the company’s business development pipeline, including tracking, forecasting, and reporting on opportunities.
• Drive partner engagement initiatives to foster collaboration and identify new growth avenues.
• Coordinate capture activities, including proposal development, competitive analysis, and strategic planning.
• Collaborate with executives, project teams, and partners to support business expansion across Federal, DoD, Army, and commercial defense markets.
• Analyze market trends and identify emerging opportunities to enhance the company’s competitive position.
• Ensure accurate and timely updates to pipeline data, supporting informed decision-making and resource allocation.

Skills

Relationship management

Forecasting & pipeline management

Partner management

Executive communication

Proposal coordination

Tools

CRM (Salesforce)

Proposal development tools

Market analysis tools

Job description

Description

Senior Account Manager & Pipeline Operations Lead

JANSON, Inc., recognized as one of the fastest growing privately held businesses on Inc. 5000 (2026), is committed to delivering exceptional service to our military customers both domestically and abroad. We are seeking a dynamic and strategic Senior Account Manager & Pipeline Operations Lead to join our team. This pivotal role offers the opportunity to influence our growth trajectory, strengthen key partnerships, and support our mission to serve the defense community with excellence.

Key Responsibilities

• Manage and nurture relationships with JANSON’s strategic partners, ensuring alignment with company goals and customer needs
• Oversee the company’s business development pipeline, including tracking, forecasting, and reporting on opportunities
• Drive partner engagement initiatives to foster collaboration and identify new growth avenues
• Coordinate capture activities, including proposal development, competitive analysis, and strategic planning
• Collaborate with executives, project teams, and partners to support business expansion across Federal, DoD, Army, and commercial defense markets
• Analyze market trends and identify emerging opportunities to enhance the company’s competitive position
• Ensure accurate and timely updates to pipeline data, supporting informed decision-making and resource allocation

Requirements

• 5+ years of experience in business development, account management, capture support, sales operations, partner management, or related growth roles.
• Experience supporting Federal, DoD, Army, military, commercial defense, or government services markets.
• Demonstrated ability to manage relationships with strategic partners, sales channels, customers, and internal stakeholders.
• Strong understanding of business development pipelines, opportunity qualification, capture activity, sales forecasting, and account planning.
• Ability to coordinate with senior executives and hold action owners accountable in a respectful, professional, and persistent manner.
• Strong attention to detail, follow-up discipline, and data hygiene.
• Excellent written and verbal communication skills.
• Strong presentation, meeting facilitation, and executive briefing skills.

Preferred Qualifications

• Experience working in or with a small business government contractor.
• Experience supporting executive-led capture or founder-led business development environments.
• Familiarity with government contract vehicles, procurement cycles, opportunity tracking, and proposal development.
• Experience supporting services or solutions in strategic communications, building modernization, knowledge management, visual information, media-based services, virtual engagement, AV/VTC, facilities branding, workspace environments, or mission support.
• Experience developing pipeline dashboards, opportunity reports, account plans, capture trackers, or management briefings.
• Experience supporting bid/no-bid decisions, capture reviews, and proposal readiness discussions.

Benefits

• Competitive base salary
• Work from home flexibility
• Medical, Dental and Vision Insurance
• 401K with matching incentive
• Short and Long-term disability
• Life insurance
• Paid Time Off
• Paid holidays
• Professional development opportunities

JANSON has a reputation for delivering solutions that enhance our customers state of readiness while improving their bottom line. We love what we do. We take care of our customers, our employees, and others. We have an outreach program that is designed to make an impact in every state that JANSON conducts business.

JANSON is an equal opportunity employer.