Federal Account Sales Executive – National Labs

Huron is a global consultancy that collaborates with clients to drive strategic growth, ignite innovation and navigate constant change. Through a combination of strategy, expertise and creativity, we help clients accelerate operational, digital and cultural transformation, enabling the change they need to own their future. 

You'll help federal, state and local government agencies implement agile solution and turn insights into action to improve their efficiency and to help them better serve their constituencies. 

Join our team as the expert you are now and create your future.

Huron’s Digital team delivers professional services—not software licenses—in partnership with nearly 40 technology alliance partners. Our solutions span Data and AI, cloud-based and emerging technologies, and digital modernization, leveraging people, process, and technology to help government organizations achieve end-to-end digital transformation: from advisory and strategy through implementation and ongoing support. We bring a digital-first mindset to every engagement, focused exclusively on serving public sector clients.

The Federal Account Sales Executive drives growth for Huron’s Digital business by shaping market and account strategy, developing pipeline, and leading complex sales pursuits across the national labs ecosystem, including national laboratories and adjacent federally sponsored research organizations such as Federally Funded Research and Development Centers (FFRDCs) and University Affiliated Research Centers (UARCs). As part of the Digital Sales organization, this role serves as the primary client executive for assigned national labs accounts and leads all aspects of the sales cycle from capture to contract close, including defining win strategies, leading opportunity qualification, shaping deals and pricing, and developing proposals.

This role collaborates closely with national labs, FFRDC, and UARC stakeholders labs, solution architects, delivery teams, and alliance partners to create differentiated value propositions and high-quality pursuit materials, including proposals, orals, and demonstrations. The leader ensures excellence in pursuit execution by managing timelines, coordinating cross-functional contributions, facilitating reviews, and proactively mitigating risks.

Given the significant role in the end-to-end sales cycle, this position ensures a seamless handoff to delivery and may remain engaged post-sale to support project success, client satisfaction, and outcomes. Operating in a matrixed environment, the role provides leadership across pursuits and contributes to the growth of Huron’s digital solutions for national labs and affiliated research organizations.

This role requires a seasoned digital sales leader with a proven ability to build pipeline, close complex deals, and maintain strong government relationships.

Typical duties include the following:

• Grow and support the Digital national labs business
• Originate $10-16M in sales in the first 2.5 years with a total pipeline expectation of approximately $30M within national labs, FFRDCs, UARCs, labs and affiliated programs
• Develop and execute go-to-market and account strategies for Digital solutions with targeted national labs clients
• Build and qualify a robust pipeline focused on high-end Digital solutions
• Shape opportunities and elevate the Huron brand through thought leadership, white papers, demonstrations, and related activities
• Serve as sales solution architect for national labs and energy-sector RFx responses
• Build and maintain strong relationships with Digital vendor sales teams
• Support oversight of active engagements, including project health and financial performance, as directed by industry leadership
• Leverage deep, trust-based relationships across the national labs ecosystem—including national laboratories, FFRDCs, UARCs, program offices, and acquisition teams—and serve as the executive client relationship owner for assigned national labs; contracting relationships are beneficial but not required
• Collaborate closely with public sector industry leadership, federal market leaders, sales teams, and the Growth Enablement Team (GET)

QUALIFICATIONS:

This position requires effective communication skills, deep national labs sales experience, and the ability to influence senior stakeholders across mission-driven research, science, energy, and technology environments. The ideal candidate brings a strong network across national laboratories, FFRDCs, UARCs, field offices, and affiliated federal science and energy programs, maintains market intelligence, and drives business development outcomes.

Technical Knowledge, Skills, Abilities (KSAs) and Background 

• 6+ years of experience selling digital solutions within the Federal Government, with demonstrated experience and established relationships across national labs, FFRDCs, UARCs, labs or affiliated agencies and research organizations
• Ability to activate executive-level relationships into qualified pipeline by identifying client priorities, shaping early-stage opportunities, and connecting Huron’s digital capabilities to mission-driven business needs
• Experience in Public Sector consulting with meaningful exposure to national labs’ mission priorities, the national laboratory ecosystem, FFRDCs, UARCs, or energy and science agency procurement processes
• Demonstrated success leading business development efforts within national labs, FFRDCs, UARCs, labs or the broader energy/science federal community, including strong working knowledge of FAR and the federal budget and authorization process
• Proven, trust-based relationships within the national labs, FFRDC, and UARC communities labs that can be activated to drive revenue growth
• Excellent written and verbal communication skills
• Ability to establish and maintain credibility with senior national labs, FFRDC, UARC, labs and national laboratory leadership stakeholders
• Demonstrated thought leadership through speaking engagements and/or publications
• Ability to manage multiple initiatives of varying size and complexity
• Experience in mentoring and developing consulting staff
• Bachelor’s degree in a related field or equivalent experience
• Willingness to travel up to 50%
• Washington, DC–area location strongly preferred

The estimated base salary for this job is $175,000 - $225,000 USD. The range represents a good faith estimate of the range that Huron reasonably expects to pay for this job at the time of the job posting. The actual salary paid to an individual will vary based on multiple factors, including but not limited to specific skills or certifications, years of experience, market changes, and required travel. This job is also eligible to participate in Huron’s annual incentive compensation program, which reflects Huron’s pay for performance philosophy. Inclusive of annual incentive compensation opportunity, the total estimated compensation range for this job is $218,750 - $303,750 USD. The job is also eligible to participate in Huron’s benefit plans which include medical, dental and vision coverage and other wellness programs. The salary range information provided is in accordance with applicable state and local laws regarding salary transparency that are currently in effect and may be implemented in the future.

Position Level

Director

Country

United States of America