Federal Account Executive (Contract) - McLean, VA

Engagement type: Independent consultant, 1099 hourly.
Rate range: $100 - $500 per hour, based on experience and scope (three-tier band detailed below).
Time commitment: Part-time or fractional, scales with account activity.
Location: Remote, with DC and agency travel as opportunities require.
Reports to: GovCon Division Lead.

A note from the founder

Federal 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.

What is already built

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 own

• Federal 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 attendance
• Pipeline development feeding the Federal Capture Director with qualified opportunities
• Federal contracts literacy: FAR/DFARS basics, SAM.gov management, set-aside qualification (8(a), HUBZone, WOSB, SDVOSB), small business certification lifecycle
• Capability statement positioning and customer-tailored briefings
• HubSpot CRM hygiene for the GovCon pipeline
• Cross-coordination with the Capture Director on captured opportunities and the Proposal Manager on past performance inputs

Engagement structure

Hourly 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 experience
• Senior ($200-350/hr): Established federal AEs with documented relationships at named agencies
• Principal ($350-500/hr): Senior federal account principals with multi-agency portfolios and existing prime relationships

Engagement 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 milestones

• Day 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 are

• 5-12 years in federal sales, agency BD, prime contractor account management, or government affairs
• Documented relationships at one or more of: DoD (behavioral health, lodging, F&B), VA (mental health programs, workforce), HHS (workforce IDIQs), GSA, DHS
• Working fluency in FAR/DFARS basics, set-aside qualification, and federal procurement vocabulary
• Comfortable with SAM.gov, GSA Schedules, and small business certification mechanics
• Strong outbound voice and the ability to convert cold outreach into recurring meetings
• Comfortable working inside a founder-led firm building its federal motion from the ground up
• Located in DC, NC, GA, or willing to travel to DC quarterly

Bonus points

• Prior role at a Tier 1 GovCon prime, boutique federal sales shop, or agency BD team
• Past role inside DoD, VA, HHS, GSA, or DHS as a contracting officer, technical representative, or program staff
• APMP credential
• Existing small business teaming network

How we will get to know each other

1. Initial 30-minute fit conversation with the GovCon Division Lead
2. Working session: walk through a real federal opportunity or account development scenario we are actively considering
3. Reference checks (3+ professional references) and work history verification
4. Engagement letter, scope of work, and rate confirmation
5. Kickoff within 7 days of signed engagement

What we believe

Trust 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 tips

1. Visit thewilkinsonfirm.com, hr.thewilkinsonfirm.com, hospitality.thewilkinsonfirm.com
2. Find The Wilkinson Firm on LinkedIn
3. In 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 work

What to expect from us

• Reply within 48 hours
• First-round conversation within 7 days of qualification
• Full process: 2-4 weeks
• We tell you yes or no. We do not ghost.