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Position Summary In this hunter/farmer role, you will be assigned a territory of Army and Navy agencies within the Department of Defense, some of which are current / spending customers and some that are dormant or 'new logo' prospects. You will be responsible for creating and executing a prospecting plan to penetrate new target prospects as well as growing revenues within the existing accounts. You will accomplish this through your ability to engage new client stakeholders and sell the company's products and services in a consultative manner and create solutions that address client needs, to ultimately exceed an annual revenue quota Role And Responsibilities
- Develop and cultivate sales opportunities within new and existing client contacts through virtual and face-to-face communications.
- Create and execute a prospecting strategy to win 'new logo' target customers and re-engage dormant accounts.
- Actively manage a robust client portfolio to develop tactical and strategic relationships to grow revenue.
- Sell into 'whitespace' within existing accounts by engaging new stakeholders, selling into new curriculum areas and leveraging new products and services.
- Leverage your technology tool kit (such as Sales Navigator, Bid Prime, Gong, Copilot) to create compelling outreach messaging, that disrupts existing relationships and engages target client stakeholders.
- Generate high 'top of funnel' activity to generate sufficient pipeline opportunity in order to exceed quota.
- Identify client needs and work collaboratively to design/develop learning solutions to meet client performance expectations.
- Develop a strategic business plan and update monthly to successfully achieve territory quota.
- Develop business solutions based on customer needs that effectively articulate and differentiate our products' value proposition.
- Partner with internal resources to develop winning proposals and deliver compelling presentations to win new business.
- Build and maintain accurate multi-year pipeline of sales opportunities.
- Exceed quotas and targets associated with the role including activity metrics, specific product sales goals and ultimately quarterly and annual revenue quota. Develop an individual development plan to broaden skillsets and deepen knowledge of position to increase sales performance.
- Identify and qualify large program RFPs within your target prospects and participate in response activity including solution design, writing, and team collaboration.
- Document Sales activity and customer contacts within Learning Tree provided CRM database.
- Participate routinely in networking events and associations both locally and traveling to attend to broaden your market presence and subject matter expertise.
Professional Experience, Qualification and Skills
- Learning, human capital or technology services sales experience required.
- Five to ten years of sales experience selling to the Federal Government, preferably Department of Defense.
- Demonstrable success in a Sales or Business Development role required, including past performance of exceeding revenue quotas.Experience with both new business development and maintaining relationships with existing clients.
- Strong written, verbal communication, and presentation skills; strong conceptual and analytical skills with demonstratable adoption of AI best practices
- Strong customer-centered selling skills.
- Strong business acumen.
- An appetite to build and maintain knowledge of market needs, competition, and industry trends.
- A natural curiosity that enables you to uncover customer intel required to develop client accounts.
- Independent; self-driven with an urgent mindset who is well organized; inspires confidence in self, the product, and the company.
- Prior experience interacting with C-Level decision makers within an organization.
- Works well under pressure, agile mindset who demonstrates sound business judgment, common sense, problem solving, and insight.
Education
- Bachelor's degree required, advanced degree or equivalent experience preferred.
Location: Hybrid/Herndon, VA
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Learning Tree International, Inc.
Nov 04, 2025