Field Excellence Lead Federal

LOCATION

This is a remote role with frequent in-office and on-site requirements. Candidates must be based in the Greater Virginia Washington D.C. or Maryland (DMV) region and able to regularly work on-site at our Tysons Corner VA office several days per week. Proximity to Tysons Corner is required. Relocation is not offered for this role.

JOB SUMMARY

As the Field Excellence Lead Federal you will sit at the center of everything that makes sales teams successful: onboarding deal reviews MEDDICC coaching opportunity strategy district summits continuous learning and execution excellence. You will be the single point of Field Excellence support for the Federal sales organization partnering closely with sales leadership district managers and sellers to improve deal quality execution rigor and outcomes.

Youll be in the field in the room on the call and in some cases in the deal. This role requiresfield credibility Federal business fluency and the ability to influence experienced sales leaders. If you love helping teams win the hardest deals raising the bar on how sales operates and being the person everyone calls when things matterthis role was built for you.

KEY RESPONSIBILITIES

• Serve as the primary Field Excellence partner for the Federal sales organization.
• Lead and facilitatedeal reviews MEDDICC reviews and opportunity coaching for complex and high-priority Federal opportunities.
• Partner closely withDistrict Sales Managers and sales leadership to improve inspection execution rigor forecasting accuracy and deal strategy.
• Design and deliveronboarding programs for new Federal sales hires ensuring rapid ramp and strong field readiness.
• Plan and executeDistrict Sales Manager Summits leadership workshops and ongoing enablement sessions aligned to Federal business needs.
• Drivecontinuous learning programs focused on sales methodology value selling deal management and Federal-specific selling motions.
• Act as a trusted advisor to the field providingreal-time coaching on active deals not just theoretical training.
• Collaborate with Sales RevOps and Enablement partners to align messaging tools and executionwhile keeping the field experience front and center.
• Identify gaps in execution and proactively create programs workshops or coaching to address them.
• Maintain a strong on-site presence inTysons Corner building trust and visibility with the Federal sales team.

QUALIFICATIONS

• 7 years of recent or current experience supporting Federal sales teams either:
  • In a direct sales role (AE Sales Leader Sales Manager)or
  • In a sales enablement field excellence or sales operations role with deep field exposure.
• Proven field credibility ability to coach experienced Federal sellers and leaders with confidence and authority.
• Strong understanding ofFederal sales motions procurement cycles and deal complexity.
• Hands-on experience withdeal reviews MEDDICC (or similar methodology) opportunity coaching and forecasting discipline.
• Background in thetechnology sector (infrastructure SaaS cloud or related technologies).
• Excellent facilitation communication and executive presence comfortable leading sessions with senior sales leaders.
• Ability and willingness to befrequently on-site in Tysons Corner; must live in the DMV region.
• Experience supporting large matrixed sales organizations.
• Experience designing and delivering onboarding or leadership development programs.
• Comfort operating independently as thesole Field Excellence lead for a segment.