Title:  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.

You’ll be in the field, in the room, on the call, and in some cases, in the deal. This role requires field 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 matter, this role was built for you.

KEY RESPONSIBILITIES

• Serve as the primary Field Excellence partner for the Federal sales organization.
• Lead and facilitate deal reviews, MEDDICC reviews, and opportunity coaching for complex and high-priority Federal opportunities.
• Partner closely with District Sales Managers and sales leadership to improve inspection, execution rigor, forecasting accuracy, and deal strategy.
• Design and deliver onboarding programs for new Federal sales hires, ensuring rapid ramp and strong field readiness.
• Plan and execute District Sales Manager Summits, leadership workshops, and ongoing enablement sessions aligned to Federal business needs.
• Drive continuous learning programs focused on sales methodology, value selling, deal management, and Federal-specific selling motions.
• Act as a trusted advisor to the field, providing real-time coaching on active deals, not just theoretical training.
• Collaborate with Sales, RevOps, and Enablement partners to align messaging, tools, and execution, while 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 in Tysons 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 of Federal sales motions, procurement cycles, and deal complexity.
• Hands-on experience with deal reviews, MEDDICC (or similar methodology), opportunity coaching, and forecasting discipline.
• Background in the technology sector (infrastructure, SaaS, cloud, or related technologies).
• Excellent facilitation, communication, and executive presence, comfortable leading sessions with senior sales leaders.
• Ability and willingness to be frequently 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 the sole Field Excellence lead for a segment.