Account Development Representative – Federal Government

This is a fully remote position, open to applicants in District of Columbia.

📋 Description

• Conduct thorough research and gather intelligence on targeted Federal agencies and sub-agencies to pinpoint key decision-makers and vital program information through people mapping exercises.

• Engage with target Federal accounts through strategic networking, email campaigns, social outreach, and local events, specifically designed for public sector personas.

• Assess leads and contacts against clearly defined criteria to effectively transition significant sales leads into the pipeline through comprehensive outbound hunting efforts.

• Acquire and demonstrate a solid understanding of the Workiva platform, articulating its capabilities, security measures (FedRAMP), and advantages to government decision-makers and influencers.

• Grasp federal personas across various business disciplines, including the offices of: Financial Transformation, Chief Financial Officer (CFO), Chief Information Officer (CIO/IT), Sustainability/ESG Reporting, and Program Management.

• Drive attendance and participate in various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and conduct follow-ups post-event.

• Develop and sustain an up-to-date understanding of Workiva’s latest product offerings, competitive market insights, and federal compliance standards.

• Achieve or surpass quarterly targets for opportunity counts, revenue, and weekly/monthly performance activity metrics.

• Contribute to essential functions involved in completing the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications).

⛳️ Requirements

• Associate’s degree in a relevant field.

• A minimum of 5 years of relevant experience in Sales Development, particularly in the Public Sector/Federal market.

• Demonstrated experience in a SaaS Sales environment, specifically in selling FedRAMP-authorized solutions to Federal Civilian and/or DoD agencies.

• Familiarity with Federal procurement processes, timelines, and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS).

• Experience with Salesforce CRM, Gong, ZoomInfo, GovWin (or similar government intelligence tools), and LinkedIn Sales Navigator is highly preferred.

• Outstanding verbal, written, and interpersonal communication skills, with a professional demeanor appropriate for engaging with government officials and GS-level leaders.

• Self-driven with a strong inclination for taking action and achieving results, adept at navigating the complexities of government bureaucracies.

• Exceptional organizational abilities, capable of multitasking and managing various processes, programs, and procedures simultaneously while working under pressure to meet strict federal deadlines.

• Proven history of generating revenue opportunities and achieving quotas in a B2G or B2B environment.

🏝️ Benefits

• On Target Earnings (OTE) range in the US: 85,000.00 - 127,000.00 USD Annual.

• Eligible for commission based on sales performance.

• Restricted Stock Units granted at the time of hire.

• 401(k) match and a comprehensive employee benefits package.