Making $350K is Easier Than $90K For Veterans

Veterans: You’re Sitting on One of the Most Valuable Assets in Federal Business — Your Security Clearance

If you’re a military veteran, you’ve probably been told you have an advantage when it comes to finding your next job. And that’s true — especially if you have an active security clearance. But here’s what most veterans don’t realize: your clearance isn’t just a checkbox that helps you land a $90,000 contractor position. It’s an asset that can open the door to high six-figure careers — even million-dollar earning potential — in federal sales.

Now, when I say “sales,” I can almost hear the hesitation. For a lot of veterans, sales feels like a completely different world. You picture pushy salespeople, aggressive quotas, or talking customers into buying things they don’t need. But that’s not what federal sales is.

In this space, selling to the government is about relationships, trust, and understanding procurement rules — something veterans are already naturally good at. And once you learn how to operate in this world, the financial upside is enormous.

The Reality: Most Veterans Are Capping Their Earning Potential

After leaving active duty, most veterans do what seems logical — they take a cleared position with a defense contractor, often in logistics, project coordination, or IT support. These are stable jobs, and there’s absolutely nothing wrong with them. But here’s the catch: those roles often come with capped salaries, typically around $70,000 to $90,000 per year.

That’s a decent income — but it’s not wealth-building money. It’s not the kind of financial trajectory that gives you freedom, flexibility, or the ability to grow your income year after year.

Now compare that to federal account executive roles — positions where you sell products, software, or services directly to government agencies. These jobs routinely start at $150,000 base salaries, and top performers easily earn $300,000 to $400,000+ annually when you include commissions. Some even hit seven figures if they close major contracts.

And here’s the part that blows people’s minds: many of these roles are wide open to veterans, even if you’ve never worked in sales before.

Why Veterans Are Perfect for Federal Sales (Even Without Sales Experience)

When I talk to companies in the federal market, there’s one phrase that gets their attention every single time: “active security clearance.”

That phrase alone tells employers you’ve been vetted, you can handle sensitive information, and you already understand the chain of command, accountability, and government structure. In other words — you speak the language of the buyer.

That’s something no MBA program or sales bootcamp can teach.

Add to that the discipline, resilience, and mission-focused mindset veterans bring to the table, and you have the perfect foundation for success in federal business development. The rest — the terminology, the process, the paperwork — can be learned through structured training.

That’s where programs like GovClose come in. We help veterans quickly get up to speed on how the government buys, what the procurement phases look like, and how to communicate with decision-makers ethically and effectively.

Federal Sales: What It Actually Looks Like

Let’s clear something up — selling to the government isn’t like cold-calling random businesses or convincing someone to buy a luxury product they don’t need. It’s more strategic and process-driven.

Federal account executives operate in long sales cycles — typically 12 to 24 months from first contact to contract award. It’s slow, methodical, and requires patience and persistence. But when those deals close? The rewards are significant.

And here’s why this works so well for veterans: the same skills you relied on in the military — discipline, communication, persistence, teamwork — are exactly what it takes to navigate those long, complex sales processes.

You’re not “selling” in the traditional sense. You’re building relationships, helping agencies solve real problems, and guiding them through the procurement process. You’re a trusted advisor, not a pushy salesperson.

Real Stories: Veterans Who Made the Leap

I’ve worked with several veterans who’ve transitioned into these roles — and their stories are nothing short of inspiring.

One Army veteran I coached was working as a cleared analyst making around $85,000 a year. After completing our GovClose Federal Sales Training, he landed a role as an account executive at a major defense technology firm. His base salary jumped to $165,000, and within his first year, he earned another $120,000 in commissions.

Another veteran from the Air Force went through the program and started working as a business development manager for a cybersecurity company. His first deal took almost a year to close, but when it did, his commission check was over $250,000.

Then there are non-veterans — people who had no clearance and no government experience — who’ve taken this training and still succeeded. But veterans? You’re starting miles ahead because you already understand the culture and language of the government buyer.

The Financial Upside: From Stability to True Wealth Creation

This is where the difference really becomes clear.

Let’s say you take a traditional security-cleared job making $85,000 a year. Even with raises, you might top out around $100,000 or $110,000. That’s stable, but your financial trajectory is limited.

Now imagine stepping into a federal account executive role. Your base salary might start at $150,000. Add commissions — even modest ones — and you’re easily in the $250,000+ range your first full year.

If you’re driven and strategic, those commissions can climb into the hundreds of thousands or even millions, depending on contract size. One deal could change your entire financial future.

That’s the power of federal sales. You’re not just working for a paycheck — you’re building long-term wealth and freedom.

What You’ll Need to Learn — and How to Do It Fast

If you’ve never worked in sales, you’re probably wondering, “Can I really do this?”

The short answer: absolutely.

Sales skills are teachable. What matters is having the right foundation — understanding how the government buys, how to read solicitations, and how to align solutions with agency needs.

Through GovClose, we teach veterans exactly how to:

• Understand the procurement process from market research to award.

• Identify the right agencies and contracting officers.

• Build legitimate relationships that lead to long-term opportunities.

• Navigate long sales cycles with strategy and patience.

• Manage quotas, pipelines, and account growth — just like top-performing executives in the private sector.

It’s not about being “salesy.” It’s about being strategic, informed, and mission-driven — qualities that veterans already embody.

How to Get Started Right Now

If this resonates with you, don’t wait for opportunity to find you — start creating it. Here’s what I recommend:

1. Update your LinkedIn profile. Add terms like “federal sales,” “government business development,” and “active security clearance.” These keywords make you more discoverable to recruiters.

2. Set up job alerts for titles like “Account Executive – Federal,” “Business Development Manager – Government,” and “Federal Capture Manager.”

3. Start learning. There are tons of free resources online — YouTube videos, SAM.gov, USAspending.gov, and even AI tools like ChatGPT to help you research opportunities.

4. Consider formal training. Programs like GovClose are built specifically to help veterans transition into this space quickly and effectively.

The point is to take action. Every day you delay is a missed opportunity to start building a more profitable and fulfilling career.

The Two Paths After Service — and the Choice That Changes Everything

At the end of the day, every veteran faces two career paths after leaving the military.

Path one: Take a traditional security clearance job. You’ll earn a stable income, probably between $70,000 and $100,000. You’ll work hard, but your financial growth will be limited.

Path two: Learn the federal sales system. Use your clearance, discipline, and experience to step into account executive or business development roles — positions that can pay $200,000 to $500,000+ a year with performance bonuses and commissions.

It’s the difference between financial stability and financial freedom. Between employment and wealth creation.

It’s not the easy path — but if you’re a veteran, you’ve already proven you can do hard things.

Final Thoughts: The Mission After the Mission

Transitioning out of the military can feel like stepping into the unknown. But the truth is, your next mission might be even more rewarding — not just financially, but personally.

Federal sales gives veterans a way to keep serving in a different capacity — by helping government agencies get the tools, technology, and support they need to succeed. It’s service through strategy.

If you’ve got a clearance, drive, and a willingness to learn — you already have 80% of what you need. The rest can be taught.

And once you master it, you’ll wonder why no one told you sooner.

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