Federal Account Executive (Contract) - Arlington, VA at The Wilkinson Firm in Arlington, Virginia, United States
- Company: The Wilkinson Firm
- Location: Arlington, Virginia, United States
- Posted: Sep 18, 2026
- Type: Contract
- Salary: $100 - $500 per hour
- Experience: 12+ years
Overview
Federal sales is a long game built on the credibility of every conversation. The Federal Account Executive is the operator who carries our name into agency offices, prime contractor partnerships, and small business outreach events. Equal parts hunter and contracts literate. The seat is built for som…
Job description
- Federal sales is a long game built on the credibility of every conversation. The Federal Account Executive is the operator who carries our name into agency offices, prime contractor partnerships, and small business outreach events. Equal parts hunter and contracts literate. The seat is built for someone who wants to be paid for the relationships they own and the doors they open.
Responsibilities
- Federal customer targeting across our priority verticals (HHS workforce, VA behavioral health, DoD behavioral health support, federal hospitality)
- Account development: agency POC outreach, small business office relationships, prime contractor BD relationships, industry day attendance
- Pipeline development feeding the Federal Capture Director with qualified opportunities
- Federal contracts literacy: FAR/DFARS basics, SAM.gov management, set-aside qualification (8(a), HUBZone, WOSB, SDVOSB), small business certification lifecycle
- Capability statement positioning and customer-tailored briefings
- HubSpot CRM hygiene for the GovCon pipeline
- Cross-coordination with the Capture Director on captured opportunities and the Proposal Manager on past performance inputs
Requirements
- 5-12 years in federal sales, agency BD, prime contractor account management, or government affairs
- Documented relationships at one or more of: DoD (behavioral health, lodging, F&B), VA (mental health programs, workforce), HHS (workforce IDIQs), GSA, DHS
- Working fluency in FAR/DFARS basics, set-aside qualification, and federal procurement vocabulary
- Comfortable with SAM.gov, GSA Schedules, and small business certification mechanics
- Strong outbound voice and the ability to convert cold outreach into recurring meetings
- Comfortable working inside a founder-led firm building its federal motion from the ground up
- Located in DC, NC, GA, or willing to travel to DC quarterly
- Prior role at a Tier 1 GovCon prime, boutique federal sales shop, or agency BD team
- Past role inside DoD, VA, HHS, GSA, or DHS as a contracting officer, technical representative, or program staff
- APMP credential
- Existing small business teaming network
Skills
Required
- Federal sales
- Agency business development
- Prime contractor account management
- Government affairs
- FAR/DFARS basics
- Set-aside qualification
- Federal procurement vocabulary
- SAM.gov
- GSA Schedules
- Small business certification mechanics
- Outbound sales
- Cold outreach
Preferred
- APMP credential
- Tier 1 GovCon prime experience
- Contracting officer experience
- Technical representative experience
- Program staff experience
About The Wilkinson Firm
The Wilkinson Firm is a workforce strategy and staffing firm headquartered across NC and Atlanta. Year 2 of operations. Two operational divisions today (HR Advisory for the mental health industry, Premium Hospitality and Event Staffing). Government Contracting division being formally stood up this quarter. Three active staffing contracts in delivery. FY26 trajectory $425-525K. Zero loans, zero institutional debt. Bench credentials: Former EEOC Administrative Law Judge, employment attorneys, clinical advisors, 32-year enterprise operations specialist. Trust before revenue. Mission before money. Real seats, real upside. We build durable federal relationships through earned credibility. We win together. We pay people in real numbers, not pizza parties.