Federal Account Executive (Contract) - Atlanta, GA

Federal Account ExecutiveFederal 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.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.What You OwnFederal 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 attendancePipeline development feeding the Federal Capture Director with qualified opportunitiesFederal contracts literacy: FAR/DFARS basics, SAM.gov management, set-aside qualification (8(a), HUBZone, WOSB, SDVOSB), small business certification lifecycleCapability statement positioning and customer-tailored briefingsHubSpot CRM hygiene for the GovCon pipelineCross-coordination with the Capture Director on captured opportunities and the Proposal Manager on past performance inputsEngagement StructureHourly consulting rate, three tiers calibrated to experience and scope:Foundational ($100-200/hr): Federal sales operators with 3-7 years agency or prime contractor BD experienceSenior ($200-350/hr): Established federal AEs with documented relationships at named agenciesPrincipal ($350-500/hr): Senior federal account principals with multi-agency portfolios and existing prime relationshipsEngagement is hourly. Time commitment scales with active account development, typically 10-30 hours per week. Win-based bonus stack negotiable on top of hourly rate for awarded contracts where the engagement materially sourced the relationship.Success MilestonesDay 30: Target account list documented and approved. Capability statement positioning sharpened. Initial outreach cadence active.Day 90: 10+ qualified agency or prime contractor conversations logged. 3+ teaming or partnership discussions advancing. Pipeline visibility documented in HubSpot.Day 180: 2-4 captured opportunities handed off to the Capture Director. First responded RFP or RFI. First named agency relationship producing visible activity.Who You Are5-12 years in federal sales, agency BD, prime contractor account management, or government affairsDocumented relationships at one or more of: DoD (behavioral health, lodging, F&B), VA (mental health programs, workforce), HHS (workforce IDIQs), GSA, DHSWorking fluency in FAR/DFARS basics, set-aside qualification, and federal procurement vocabularyComfortable with SAM.gov, GSA Schedules, and small business certification mechanicsStrong outbound voice and the ability to convert cold outreach into recurring meetingsComfortable working inside a founder-led firm building its federal motion from the ground upLocated in DC, NC, GA, or willing to travel to DC quarterlyBonus PointsPrior role at a Tier 1 GovCon prime, boutique federal sales shop, or agency BD teamPast role inside DoD, VA, HHS, GSA, or DHS as a contracting officer, technical representative, or program staffAPMP credentialExisting small business teaming networkHow We Will Get To Know Each OtherInitial 30-minute fit conversation with the GovCon Division LeadWorking session: walk through a real federal opportunity or account development scenario we are actively consideringReference checks (3+ professional references) and work history verificationEngagement letter, scope of work, and rate confirmationKickoff within 7 days of signed engagementWhat We BelieveTrust 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.Application TipsVisit thewilkinsonfirm.com, hr.thewilkinsonfirm.com, hospitality.thewilkinsonfirm.comFind The Wilkinson Firm on LinkedInIn your cover note, answer two questions: (1) what kind of GovCon engagement shape works best for you (project-based, retained hours, hybrid), and (2) one example of a federal account or pursuit you would point to as your strongest reference workWhat To Expect From UsReply within 48 hoursFirst-round conversation within 7 days of qualificationFull process: 2-4 weeksWe tell you yes or no. We do not ghost.