Federal Sales Manager

Description

Vari started by developing the world’s leading sit-stand desk converter to help a coworker with back pain, but now we’re so much more than a desk. We are flexible workspace solutions made simple and installed fast. We’ve shipped products to more than 120 countries, and our solutions are in 98% of Fortune 500 companies. 

The Sales Manager – Federal is responsible for leading and developing a high performing federal sales team while directly managing and growing their own strategic book of business. This is a player/coach role requiring both frontline revenue production and hands on leadership.
 

This leader will drive revenue growth across federal agencies, ensure pipeline health and forecast accuracy, and build disciplined sales execution within the federal vertical. The ideal candidate thrives in a performance driven environment, understands the nuances of federal procurement, and leads by example through personal selling excellence.

Key Responsibilities: 

Revenue and Book of Business Ownership

• Manage and grow an individual federal book of business, delivering against quarterly and annual revenue targets.
• Build and maintain a robust pipeline of federal opportunities.
• Lead strategic account planning across strategic accounts. 

Team Leadership and Coaching

• Lead, coach, and develop federal account managers.
• Conduct weekly 1:1s focused on pipeline management, deal strategy, and professional development.
• Drive disciplined CRM usage, forecasting accuracy, and pipeline hygiene.
• Support team members in complex RFP responses, contract vehicle navigation, and agency relationship building.
• Model high-activity, high-accountability behavior.

Federal Strategy & Execution

• Execute the federal sales strategy aligned with overall company revenue goals.
• Identify target agencies, contract vehicles, and growth opportunities.
• Partner cross-functionally with contracts, marketing, and product teams to support federal initiatives.

Performance Management

• Establish clear KPIs and performance expectations.
• Hold team accountable to revenue and activity.
• Provide real-time coaching on deal qualification, pricing strategy, and competitive positioning.
• Participate in hiring, onboarding, and training of new federal team members.

Competencies

• Strategic thinker with tactical execution discipline
• High accountability and ownership mindset
• Comfortable operating in ambiguity
• Data-driven decision maker
• Collaborative cross-functional leader
• Competitive and performance-oriented

Success Metrics

• Individual quota attainment
• Federal team quota attainment
• Pipeline coverage 
• Team productivity and retention
• Growth within strategic federal accounts

Qualifications:

• 5+ years of sales experience, preferably within federal markets.
• Prior leadership experience in a sales environment (formal or informal).
• Proven track record of exceeding revenue quotas.
• Strong understanding of federal procurement processes and contract vehicles.
• Exceptional communication, negotiation, and executive presence skills.

Why Vari:

• State of the art On-site Gym, spa-like locker room, and Chair Massage Pod
• Enhanced paternity / maternity / Adoption programs
• 401k and profit-sharing plan
• Personal time off / Volunteer time off
• Team building events on and off site
• Mentoring and career development
• Education reimbursement
• Wellness program and insurance premium discounts
• At-home work set-up