Federal Sales Executive – Laboratory (Public Sector)

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).

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