Account Director – Public Sector

This is a fully remote position, open to applicants in District of Columbia, +1 more state.

📋 Description

• Acquire new government clients across Federal, State, Local, and Education sectors.

• Take charge of the complete new business sales cycle from outbound prospecting to closing new deals.

• Manage a designated public sector territory and meet booking objectives.

• Be responsible for new revenue targets and sales quotas for assigned agencies and institutions.

• Create and implement strategic territory plans.

• Identify, develop, and finalize revenue opportunities across federal civilian, defense, state, and local government agencies.

• Generate and sustain an adequate pipeline of self-sourced and marketing-supported leads.

• Establish trusted-advisor relationships with program managers, mission owners, technical leaders, contracting officers, and procurement teams.

• Develop business cases and navigate procurement regulations, contract vehicles, and government sales cycles.

• Conduct MEDDPICC-based discovery sessions and lead executive briefings, capability presentations, and strategic alignment meetings.

• Collaborate with Sales Engineering on technical strategies, solution demonstrations, use-case validations, PoCs, and evaluations.

• Maintain diligent pipeline management, qualification, forecasting, Salesforce data accuracy, and opportunity documentation.

• Provide precise forecasts considering government fiscal-year cycles and appropriation timing.

• Monitor the quality, quantity, velocity, conversion, and coverage of the pipeline.

• Work alongside Marketing on targeted outbound and account-based marketing efforts.

• Collaborate with Partner Alliances and System Integrator/channel teams for joint account engagement, teaming, and co-selling.

• Coordinate internal resources for complex opportunities and government procurement experiences.

• Represent DomainTools at prospect meetings, industry events, and trade shows.

• Assist in customer transitions and handoffs to Customer Success Management post-contract execution.

• Communicate agency needs, use cases, competitive insights, and market trends to the Product team.

⛳️ Requirements

• Over 5 years of enterprise SaaS sales experience with a focus on acquiring new business within government markets.

• Demonstrated success in exceeding quotas and securing six-figure new logo deals within federal, state, local, or educational organizations.

• In-depth understanding of cybersecurity, including Threat Intelligence, DNS, or Internet infrastructure.

• Working knowledge of government contracting and procurement processes, contract vehicles, RFP/RFI/RFQ processes, and FAR/DFARS or state and local equivalents.

• Expert in applying MEDDPICC, Command of the Message, or Challenger methodologies.

• Outstanding communication and negotiation abilities.

• Capability to cold-engage, foster relationships, and influence senior government executives, program leaders, and technical stakeholders.

• Strong analytical skills in territory planning, pipeline generation, and forecasting using Salesforce.

• Ability to orchestrate cross-functional teams and work independently.

• U.S. citizenship is required.

• Must be located within the U.S.

• Willingness to travel frequently for prospect meetings, trade shows, and internal events.

• Existing federal security clearance is advantageous.

🏝️ Benefits

• Fully covered medical, dental, and vision insurance premiums.

• 401k retirement plan with company matching.

• Basic life insurance coverage.

• Flexible paid time off (PTO).

• Additional well-being benefits.