Federal Laboratory Account Executive

Location Preference: Remote (U.S.–based), with strong preference for candidates on the East Coast or near federal research hubs (DC/Maryland, Atlanta, RTP).

About the Job Opportunity

We’re growing our Federal Sales organization and are looking for a Federal Sales Executive to lead strategic relationships across U.S. civilian research agencies. This is a consultative, long-cycle sales role focused on partnering with scientists, program leaders, and contracting teams to support mission-critical research. 

Who This Role Is For

This role is ideal for federal sales or account leaders who have supported civilian agencies or research-focused customers and enjoy navigating complex procurement environments. You do not need to have sold to every agency listed. Experience with any federal civilian research, health, or scientific organization or adjacent customers is highly relevant.

What You’ll Do

Strategic Account Leadership

• Build and execute strategic account plans for federal laboratories and research agencies.
• Map organizational structures and identify decision-makers across scientific, operational, contracting, and executive levels.
• Maintain deep understanding of agency missions, research priorities, funding cycles, and procurement frameworks.
• Identify expansion opportunities across programs, labs, and mission-critical initiatives.

 Sales Execution & Revenue Growth

• Lead the full sales cycle—from prospecting and qualification to negotiation and close.
• Present tailored value propositions aligned to scientific, regulatory, operational, or supply chain challenges.
• Develop compliant proposals, quotes, and pricing strategies following federal acquisition rules.
• Maintain a disciplined pipeline and deliver accurate quarterly forecasts.

 Stakeholder Engagement & Advocacy

• Build long-term relationships with principal investigators, senior scientists, program managers, contracting officers, and executives.
• Conduct regular meetings, demos, business reviews, and strategic planning sessions.
• Facilitate cross-program collaboration to expand awareness and drive adoption of PartsSource solutions.

 Federal Procurement Navigation

• Navigate FAR/DFARS requirements and federal procurement pathways, including open-market, BPAs, IDIQs, OTAs, and grant-funded purchases.
• Collaborate with internal legal and contracting teams to prepare compliant responses to RFIs, RFQs, RFPs, and SOWs.
• Guide customers through procurement steps, documentation, and acquisition best practices.

 Cross-Functional Collaboration & Market Intelligence

• Partner with product teams to communicate technical needs and shape solution roadmaps.
• Work with marketing on agency-specific content, messaging, and outreach campaigns.
• Provide executives with insights on market trends, funding changes, competitive dynamics, and regulatory developments.
• Represent the organization at federal research conferences, scientific symposiums, and agency workshops.

What You’ll Bring

Your Background

• 5+ years of federal sales, account management, or business development experience, ideally supporting scientific or research agencies.
• Experience navigating federal procurement processes (e.g., FAR-based buying, IDIQs, BPAs, or grant-funded purchases)
• Proven track record achieving quotas in long-cycle, consultative sales environments.
• Ability to translate scientific, operational, or technical requirements into compelling business value.
• Existing relationships with CDC, FDA, EPA, USDA, NIH, or related federal research groups (preferred).
• Experience selling scientific, digital, operational, or supply chain solutions to federal research organizations (preferred).
• Bachelor’s degree in Business, Science, Engineering, or related field (preferred).

Who We Want to Meet

• Act Like an Owner: You demonstrate Accountability & Execution, consistently following through on commitments and driving progress across complex, multi-agency accounts.
• Serve with Purpose: You excel in Relationship Management, building trust with scientific, operational, and procurement stakeholders to deeply understand and address their mission needs.
• Adapt to Thrive: You apply Managing Ambiguity to navigate evolving federal priorities, funding shifts, and regulatory changes with confidence and composure.
• Collaborate to Win: You demonstrate strong Influence & Communication, aligning cross-functional teams and customer stakeholders around shared goals.
• Challenge the Status Quo: You use Curiosity & Problem Solving to uncover unmet scientific or operational needs and introduce innovative approaches that advance agency missions.