Federal Account Sales Executive – National Labs

Location: Washington DC - 1800 M Street, NW

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)