Commission Only
Remote
Agency
himalayas
About this role
Engagement type: Independent consultant, 1099 hourly.Rate range: $100 - $500 per hour, based on experience and scope (three-tier band detailed below).Time commitment: Part-time or fractional, scales with account activity.Location: Remote, with DC and agency travel as opportunities require.Reports to: GovCon Division Lead.A note from the founderFederal sales is a long game built on the credibility of every conversation.
The Federal Account Executive is the operator who carries our name into agency offices, prime contractor partnerships, and small business outreach events. Equal parts hunter and contracts literate.
The seat is built for someone who wants to be paid for the relationships they own and the doors they open.What is already builtThe Wilkinson Firm is a workforce strategy and staffing firm headquartered across NC and Atlanta. Year 2 of operations. Two operational divisions today (HR Advisory for the mental health industry, Premium Hospitality and Event Staffing).
Government Contracting division being formally stood up this quarter. Three active staffing contracts in delivery. FY26 trajectory $425-525K. Zero loans, zero institutional debt.Bench credentials: Former EEOC Administrative Law Judge, employment attorneys, clinical advisors, 32-year enterprise operations specialist.
What you own Federal customer targeting across our priority verticals (HHS workforce, VA behavioral health, DoD behavioral health support, federal hospitality) Account development: agency POC outreach, small business office relationships, prime contractor BD relationships, industry day attendance Pipeline development feeding the Federal Capture Director with qualified opportunities Federal contracts literacy: FAR/DFARS basics, SAM.gov management, set-aside qualification (8(a), HUBZone, WOSB, SDVOSB), small business certification lifecycle Capability statement positioning and customer-tailored briefings HubSpot CRM hygiene for the GovCon pipeline Cross-coordination with the Capture Directo
Tools & Tech Stack
Commission Structure
Base Salary
Not disclosed — ask in interview
Commission
Structure not specified
OTE
$,
Ramp Period
Not mentioned — clarify timeline
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Location flexibility
Red Flags
Not W-2 employee — no benefits
Agency — Interview Intel
Typical Sales Cycle
14–45 days (project-based) · 30–90 days (retainer)
Common Buyer Objections
- "We tried an agency before and it didn't work"
- "Can we start with a smaller engagement?"
- "How do you measure success / ROI?"
- "We have an internal team for this"
Key Industry Metrics
Hot Topics to Reference
- • AI threatening traditional agency services
- • Productized service models
- • Niche vs full-service positioning
- • Performance-based pricing demand
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with The Wilkinson Firm, you'll own the entire revenue pipeline and be measured on quota attainment.
Relationship-building is crucial — agency clients tend to be long-term partnerships.
This remote-friendly role provides geographic flexibility while maintaining access to a agency market.
Commission-only structures offer unlimited upside but require financial runway during ramp periods. Confirm draw availability and average ramp-to-quota timeline before accepting.
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