VP Sales Government Services

Job Description

Company Description

CMI is now a part of the Dexterra Group!

CMI Management LLC is headquartered in Alexandria, VA and is a proven provider of efficient business, technology and facilities management solutions designed to help government and commercial clients reduce operational costs, operate at optimum performance and access the information needed for daily and long-term productivity. CMI has been in business for over 30 years and is well established in the federal contracting arena.  Please visit www.cmimgmt.com to learn more about our company!

Job Description

The Vice President of Sales – Government Services is responsible for leading, developing, and executing Dexterra Government Services’ federal sales, capture, and growth strategy with a strong emphasis on contract-based facility services. This executive role owns the full federal sales lifecycle from opportunity prospecting, identification, and qualification through capture, proposal development, award, and transition to operations.

This role requires deep, hands-on experience selling facility management, base operations support, and related contract services into the U.S. Federal Government, with a proven track record of winning large, complex contracts. The Vice President of Sales will build and sustain senior-level customer relationships, develop high-performing capture and sales teams, and foster a disciplined culture of winning aligned with Dexterra’s operational excellence and brand.

This will be an individual contributor quota carrying position for the first year. The goal would be to find a successful sales executive who is capable of selling first, and then growing out their team in the near future.

Key Responsibilities

Sales & Growth Leadership

• Own and execute the overall federal sales and growth strategy for contract-based facility and support services.
• Build, maintain, and manage a robust, diversified pipeline of qualified federal opportunities aligned with Dexterra Government Services’ strategic objectives.
• Lead market analysis and account planning across targeted federal agencies, identifying near- and long-term growth opportunities.
• Serve as an executive sponsor on priority pursuits, engaging directly with senior government customers and industry partners.

Capture & Proposal Execution

• Lead and oversee capture strategies for assigned and priority federal opportunities, ensuring strong positioning to win.
• Direct cost, price-to-win, solution, and competitive strategies for complex, multi-year federal contracts.
• Provide executive oversight of proposal development, ensuring compliance, compelling win themes, clear discriminators, and alignment with customer requirements.
• Guide teams through opportunity gate reviews, bid decisions, win theme sessions, color reviews, and post-submission activities.
• Ensure seamless transition from pre-award capture to post-award execution, including award responsiveness and operational handoff.

Customer & Partner Engagement

• Establish and maintain trusted relationships with federal customers, industry partners, and teaming organizations.
• Represent Dexterra Government Services as a senior industry ambassador at key conferences, forums, and client engagements.
• Lead the identification, negotiation, and execution of teaming agreements and strategic partnerships.

Organizational Leadership

• Capable of building, leading, mentoring, and retaining a high-performing federal sales and capture organization.
• Foster a disciplined, data-driven sales culture focused on accountability, collaboration, and results.
• Define, enhance, and enforce sales processes, capture best practices, CRM discipline, and performance reporting.
• Participate as a member of the senior leadership team, contributing to overall corporate strategy and planning.

Governance & Continuous Improvement

• Ensure adherence to authorized bid and governance processes, including risk assessment, financial evaluation, and brand alignment.
• Conduct after-action reviews for all major pursuits to capture lessons learned and continuously improve win rates.
• Drive continuous improvement in capture techniques, proposal quality, pricing strategy, and customer engagement.

Qualifications

• Bachelor’s degree required; advanced degree preferred.
• Minimum of 15 years of progressive experience in federal sales, business development, or capture leadership.
• Demonstrated success selling contract-based facility services into the U.S. Federal Government, including base operations support, facilities management, custodial, maintenance, and other related services.
• Proven record of capturing and winning large, complex federal contracts, including programs with total contract values exceeding $150M over the life of the contract.
• Deep understanding of the federal acquisition process, including FAR-based contracting and federal solicitation platforms.
• Strong experience developing competitive pricing strategies and reviewing cost and price proposal submissions.
• Extensive experience building and leading high-performing sales, capture, and proposal teams.
• Exceptional executive communication skills, including customer engagements, proposal messaging, and internal leadership communication.

Preferred Experience & Attributes

• Strong knowledge of the facilities management and support services industry within the federal sector.
• Experience negotiating and managing strategic teaming agreements and joint pursuits.
• Advanced understanding of market intelligence, competitive analysis, and customer mission alignment.
• Highly strategic thinker with hands-on execution capability.
• Results-oriented leader with strong financial acumen and operational awareness.
• Ability to excel in a fast-paced, highly complex, and deadline-driven environment.
• Strong critical thinking, problem-solving, and interpersonal skills with the ability to influence at all levels.

What Success Looks Like

• Consistent growth of qualified federal pipeline aligned to strategic priorities.
• Improved win rates on targeted, high-value pursuits.
• Strong executive-level relationships across key federal agencies.
• A disciplined, scalable, and high-performing federal sales organization.
• Seamless collaboration between sales, capture, proposals, and operations.

This role is a key leadership position driving Dexterra Government Services’ federal growth and long-term market leadership.

Additional Information

COMPETENCIES FOR SUCCESS

• Teamwork
• Results orientation/operational excellence
• Holding self and other accountable
• Operational business thinking

All your information will be kept confidential according to EEO guidelines.

CMI is an equal opportunity employer committed to diversity and inclusion. We are pleased to consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, protected veterans’ status, Indigenous status, or any other legally protected factors. Disability-related accommodations during the hiring selection process are available upon request.