Sales Executive Government - Interpreters and Translators, Inc.

About Us

Position Overview

Reporting to the Sales Manager, the Sales Executive (Government) is principally responsible for selling Interpreters and Translators, Inc.’s (‘iTi’) products, services and solutions to new and existing clients, and for growing revenues from clients operating in the federal, state and municipal government sectors. This is a key role that requires a deep understanding of the public sector's needs, procurement processes, and the ability to navigate complex sales cycles.

The Sales Executive will be responsible for managing the entire sales lifecycle including identifying prospective sales opportunities, establishing short and long-term buying relationships with key stakeholders within government agencies, building an in-depth understanding of client’s business drivers, providing client success services, competitively positioning iTi against other language service providers; and for effectively managing all stages of the sales process to a successful conclusion.

Key Responsibilities:

Business Development

• Identify, prospect and build a robust pipeline of new government clients at the federal, state and municipal levels.
  
• Develop and implement strategic sales plans to expand iTi’s market share in the government sector.
  
• Leverage prior experience and knowledge of government procurement processes to identify business opportunities and close deals.
  
• Establish and maintain relationships with key decision-makers, procurement officers and agency representatives.
  
• Attend and represent iTi at government-focused trade shows, conferences and networking events.
  

Sales Strategy & Execution

• Lead the full sales cycle from initial outreach to closing, ensuring timely and accurate proposal submissions and contract negotiations.
  
• Create specific account plans, sales strategies and sales funnels for prospective and existing clients.
  
• Develop and deliver sales pitches, iTi presentations, quotations and sales proposals for prospective clients, government representatives and procurement teams.
  
• Collaborate with other iTi personnel and departments including support, service and operations as may be required to customize language services offerings to meet the unique needs of each agency.
  
• Effectively address client concerns or service issues, engage in problem resolution and ensure clients have an overall positive experience working with iTi.
  
• Provide consultative sales support by advising government clients on best practices for language services and ensuring their compliance with language accessibility regulations.
  

Proposal Development

• Lead the preparation, submission and follow-up of sales proposals, RFPs, RFQs, and other procurement documents.
  
• Review and analyze government solicitations to ensure all requirements are met and identify key differentiators that ensure iTi is a preferred language services provider.
  
• Effectively articulate the value proposition of iTi's language services through persuasive proposals and presentations.
  
• Manage all aspects of the proposal submission process, including timelines, response strategy, and provision of compliant documents.
  

Account Management & Relationship Building:

• Cultivate long-term relationships with government clients and contracting officers to ensure service satisfaction and repeat business.
  
• Serve as the primary point of contact for the client’s post-sale requirements, assisting with project onboarding and successful delivery of all contractual deliverables.
  
• Manage contract administration, renewals and upsell opportunities, leveraging a deep understanding of client needs and evolving language service requirements.
  

Market Intelligence, Reporting and Skills Development

• Conduct market research to stay informed of industry trends, government policies and regulatory changes that impact market demand for language services within assigned market segments.
  
• Assess market opportunities, understand the competitive climate within defined markets and market segments to provide appropriate solutions and services.
  
• Consistently and accurately update iTi CRM system with all client account and sales process data, and provide regular sales forecasts and reports to senior leadership.
  
• Gather client feedback and collaborate with the marketing and operations teams to refine the language services offering.
  
• Ongoing participation in sales enablement and professional development training to increase relevant skills and knowledge about iTi’s products, services and solutions; and to become proficient in sales, best practices and customer service methodologies.
  

Requirements

Education, Professional Experience and Qualifications:

• 3+ years of experience in B2B sales, with a proven track record of selling to federal and state government agencies.
  
• Proven experience writing and submitting RFPs, RFQs, working with government procurement documents, and managing the full sales life cycle process from initial client engagement through final submission.
  
• Familiarity with language services or similar industries (translation, interpretation, localization) is preferred.
  
• Experience managing long sales cycles and complex negotiations with government entities.
  
• Strong knowledge of the public sector market, including government regulations, compliance requirements and procurement strategies.
  
• Exceptional sales skills, including prospecting, lead generation, proposal writing and closing deals.
  
• Excellent communication and presentation skills, with the ability to craft compelling, detailed proposals and quotations that meet all specified requirements, address client needs, articulate iTi’s value proposition and engage stakeholders at all levels.
  
• Self-motivated with a results-oriented mindset and the ability to work independently.
  
• Proficiency in CRM software (e.g., Salesforce) and Microsoft Office Suite.
  
• Bachelor’s degree in Business, Marketing, Communications, or a related field.
  

Skills/Personal Characteristics

• Professional attitude, self-discipline, ability to focus and a strong desire to work in a fast-paced sales and marketing environment with heavy workloads, rapidly moving timelines and deadlines.
  
• Excellent communicator with strong “people skills”.
  
• Must be “results” oriented.
  
• Influencer, negotiator, diplomatic and tactful.
  
• Strong decision-making, team player and problem-solving skills.
  
• Consummate preparation and planning, ability to organize work with excellent time management skills.
  
• Interactive with all levels of staff.
  
• Fluent spoken and written English.
  
• Computer literacy essential with proven working experience on Microsoft Office programs (Word, Excel, PowerPoint, etc.) and/or other relevant software.
  
• Prior experience working with CRM software and applications such as Zoho, SalesForce or HubSpot.
  

Benefits

Benefits:

• 401(k)
  
• 401(k) matching
  
• Dental insurance
  
• Employee assistance program
  
• Flexible spending account
  
• Health insurance
  
• Health savings account
  
• Life insurance
  
• Paid time off
  
• Referral program
  
• Vision insurance
  

§ Additional Sales and Digital Marketing training preferred § Ten years of sales and marketing experience with emphasis on commercial growth § 3- 5 years experience leading a marketing and sales organization preferred § Demonstrated ability to effectively develop interpersonal relationships to grow lasting relationships with multiple organizations, clients, and vendors. § Experienced and effective communicator with outstanding presentation skills. § Highly collaborative leadership style with the ability to respond quickly and effectively to ever-changing situations. § Exhibit strong business acumen, hiring, coaching, firing skills, and maturity to work effectively with others. § Highly developed organizational, project management, planning, time management, and written/oral communication skills. § Customer Focused – demonstrated that both external and internal customers are a high priority by identifying and responding to their needs in a timely and efficient manner § Initiative – Recognizes opportunities and initiates actions to capitalize on them by looking for a new and productive way to make an impact § Innovative Thinking – champions new ideas and encourages others to do likewise § Building Organizational Commitment – Demonstrates commitment, loyalty, and appreciation for the organization. Conveys a high level of concern for all employees while helping to ensure that both organization and individual needs are met. LIMITATIONS AND DISCLAIMER The above job description is meant to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required for the position. In no way, this job description implies that these are the only duties performed by the employee occupying this position. Employees will be required to follow any other job-related instructions and to perform other job-related duties requested by their manager/supervisor in compliance with Federal and State Laws iTi is an equal opportunity employer. All employment decisions are made without regard to race, color, age, gender, gender identity or expression, sexual orientation, marital status, pregnancy, religion, citizenship, national origin/ancestry, physical/mental disabilities, military status, or any other basis prohibited by law. EOE, M/F/D/V