Acquisition Inside Sales Team Lead; Player-Coach

Location

Type

Full-Time

On Site

We're building our first dedicated acquisition sales team and need a proven federal hunter to lead it. This is a player-coach role where you'll do what you do best—sell—while teaching entry-level SDRs to do the same.

This is the rare opportunity where you get to lead without giving up selling. You'llcarry your own sales goals, close your own deals, and earn commission on every account you bring in—while also coaching a small team of SDRs who will learn the craft by watching you work.

The size and scope of this team will scale based on success. If you build this right,there's significant upward mobility as the function grows.

Your primary focus is white space—federal agencies and government contractors we'renot currently selling to, but who are related to or adjacent to our existing customer base.

You'll work with leadership to identify these targets, close deals, and teach your team to replicate your approach.

This is an inside sales role. You and your team will work on-site in Round Rock, TX. Youneed deep experience selling IT solutions into federal agencies and government contractors—contract vehicles, procurement cycles, reseller dynamics, and complex buying processes.

Split: 70% individual contributor (carrying sales goals), 30% coaching and team development.

• Work with leadership to identify and prioritize white space targets adjacent to our existing customer base
• Prospect aggressively into federal agencies and government contractors—cold calls, warm intros, referrals, whatever it takes
• Qualify opportunities, run discovery calls, build proposals, and advance deals through the pipeline
• Close early wins and demonstrate you know how to acquire new business in federal/Gov Con
• Navigate federal procurement processes, contract vehicles, and buying committees
• Build a healthy pipeline using Salesforce—forecast accurately and keep leadership informed
• Document your approach as you go so it can be taught to the team
• Partner with Marketing on messaging and lead generation

• Interview and select 2 entry-level SDRs (we'll handle sourcing and recruiting)
• Onboard and train them on federal/Gov Con prospecting and qualification
• Have them shadow your calls, deals, and customer interactions—show them how it's done
• Coach them daily on prospecting, objection handling, and pipeline management
• Continue carrying your own sales goals and closing deals—you never stop selling

• Drive daily/weekly accountability through pipeline reviews and deal coaching
• Provide feedback to leadership on what's working and what needs adjustment
• Analyze team metrics and forecast accurately
• Help refine our approach based on what you're seeing in the market

• Minimum 3 years selling IT hardware, software, or services into federal agencies or government contractors
• Direct experience with federal procurement processes, contract vehicles (GSA, SEWP, etc.), and reseller/OEM partnerships
• Proven track record of consistently hitting or exceeding sales goals
• Natural coaching ability—you help teammates get better and genuinely want to see others succeed
• Ability to articulate your sales approach and teach it to others
• Strong proficiency with Salesforce
• High resilience, adaptability, and comfort working in a fast-paced environment

• Personal sales goal: $500K GP in year one
• Number of net-new customers acquired
• White space pipeline creation and conversion ratio
• Activity metrics: calls, meetings, discoveries, proposals

• SDR ramp time and skill development
• Team pipeline quality and conversion rates
• Team adoption of best practices

$80K base salary plus 12% commission on gross profit for all deals you close personally, plus 4% commission on gross profit for all deals closed by your SDR team. Year one personal sales goal: $500K GP.

As the largest team at IMPRES and the "tip of the spear", the Sales department is the driving force behind our revenue growth and customer acquisition. Through targeted prospecting, solution selling, and relationship management, they are the first point of contact for our customers and the foundation of every client relationship we build. Working hand-in-hand with our other internal teams, Sales ensures that opportunities translate into closed deals and measurable business impact—from initial outreach through deal negotiation and long-term account management.

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