[Hiring] Federal Market Leader @Montrose Environmental Group

Role Description

We are looking for a visionary, strategic, and client-obsessed Federal Market Leader to join us. In this role, you will report to the SVP of Key Accounts and Markets and serve as the voice and face of Onterris within your market. You will lead with insight, inspire cross-functional collaboration, and activate integrated value propositions that resonate deeply with the unique needs of your industry. This position is remote, with preference for locations with a high density of oil & gas companies.

Your success will be measured not just by revenue and brand growth, but by how deeply Onterris becomes embedded in our clients' journeys as a critical catalyst for environmental and business performance. You’ll unlock new opportunities, foster long-term partnerships, and ensure Onterris is recognized as indispensable in achieving transformative client outcomes.

The compensation range for this role is $200,000 - $250,000, in addition to an annual bonus (10-15%), commensurate with experience, skills, and geographic location.

• Translate market trends (within and across all business lines) into client development actions that position Onterris as an industry leader.
• Utilize existing network of contacts to drive additional business within existing client accounts and identify new client opportunities.
• Own Onterris-wide bookings and growth in the Federal Sector, across Consulting and Treatment, Measurements, and Analysis.
• Collaborate and strategize with the internal Federal Team on upcoming Federal solicitations.
• Complete and keep up-to-date an evaluation of the Total Addressable Market (TAM), current market share, competitor analysis, discover unmet needs, and evaluate current client experience with Onterris clients.
• Work with the internal Federal Team to develop Account Plans for existing and developing Federal Accounts.
• Strategize with the internal Federal Team on partnerships, particularly Mentor-Protégé JVs, Large-Large JVs, and Prime/Sub partnerships to increase win rate.
• Partner with internal Federal Legal on evaluating upcoming RFPs, contract language, and partner Teaming Agreements.
• Act as Key Client Leader (KCL) for select account(s) as part of the Onterris formal Key Client Program (KCP).
• Supervise and assist KCLs within the market on account plans and strategy.
• Identify additional accounts for inclusion in the KCP and additional staff that can participate in the program as KCLs.
• Create a pipeline of future KCP clients by identifying and incubating high-growth accounts.
• Assist Lines of Businesses (LOB’s) and KCLs in managing existing contracts processes for renewals.
• Collaborate with the Proposal Team and internal Federal Team on proposal efforts associated with RFPs.
• Prepare monthly reports with data analysis from the market’s performance to include sales pipeline, client activities, leads, events, etc.
• Develop a deep understanding of client’s needs in the market through discovery calls, interviews, and immersing yourself into their industry.
• Increase Onterris’ visibility and brand within the market and develop and execute a unified, strategic conference plan.
• Partner with the Marketing team to align integrated value proposition and help influence thought-leadership content.
• Foster a trusting and collaborative relationship across divisional sales teams.
• Stay informed with industry trends, technologies, and regulatory developments related to the Federal Market.
• Orchestrate the communication of internal market updates and knowledge-sharing sessions.
• Assist in identifying capacity gaps to proactively address potential opportunities.

Qualifications

• 15+ years of experience in the Federal environmental industry, with a track record of success in managing large key accounts within a consulting setting.
• Experience working with Federal entities including the DOD, DOE, DOI.
• Strong relationships with contracting agencies such as the USACE Districts, AFCEC, KSSCMC, and EPA.
• Bachelor’s degree in Environmental Engineering, Science, or related technical field; MBA or advanced degree preferred, not required.
• Proven ability to lead in a matrixed environment and operate as a trusted client advisor.
• Strong leadership and team collaboration skills, with a passion for developing talent.
• Excellent communication and interpersonal skills, with the ability to articulate our value proposition across teams, clients, and stakeholders.
• Adaptable, resilient, and comfortable working both independently and collaboratively in a fast-paced, evolving environment.
• Proficiency in strategic account planning, sales forecasting, and CRM management, particularly in Salesforce.
• A proactive, growth-oriented mindset, with the ability to challenge the status quo and offer innovative solutions.
• Willingness and ability to travel domestically and internationally, up to 25%.

Company Description

Onterris is a leading global environmental solutions company partnering with organizations to solve complex challenges where environmental pressures, regulatory expectations, and operational risks intersect. Guided by our mission to advance the way of life without compromising the integrity of our environment, we believe environmental responsibility and human progress are fundamentally connected.

Our scientists, engineers, field teams, and consultants apply systems thinking that unites science, data, and practical expertise to deliver solutions that strengthen our clients’ resilience, mitigate risk, and protect the air, water, and soil that sustain communities, while uncovering responsible paths forward for planet and progress.

For more information, visit www.onterris.com .

We are an equal opportunity employer and encourage applications from people of all backgrounds. We acknowledge that these experiences and perspectives help to enrich our teams and contribute to our ongoing success. We are committed to providing access and reasonable accommodation in our employment for all applicants.