Account Director, US Federal Financials – Capitol Hill

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

📋 Description

• Manage a strategic federal territory that includes Federal Financials, the Legislative Branch, and selected Federal Civilian agencies.

• Develop and implement a targeted strategy for the territory.

• Review the existing pipeline, re-engage customers and prospects, confirm qualification and funding, and create deal plans and forecasts.

• Create new pipeline opportunities through direct prospecting, leveraging existing relationships, referrals, and partnerships with federal entities.

• Oversee the entire commercial relationship from acquiring new logos to managing renewals, upsells, and expansions.

• Collaborate with Technical Account Managers, BDRs, Sales Engineers, Channel, and Field Marketing teams.

• Navigate federal fiscal timelines, Continuing Resolutions, procurement processes, contract vehicles, security evaluations, and necessary authorizations.

• Cultivate multi-threaded relationships across various domains including cybersecurity, security operations, IT, program management, procurement, and executive stakeholders.

• Utilize MEDDPICC and value-based selling methodologies.

• Ensure accurate management of pipeline, qualification, next steps, and forecasts within Salesforce and Clari.

⛳️ Requirements

• Minimum of 8 years of direct, quota-carrying sales experience with US federal agencies.

• Proven track record of generating pipeline, expanding territories, and consistently meeting or exceeding sales quotas.

• Previous experience selling to the US Department of the Treasury, the Federal Reserve, and Capitol Hill, including the Senate and House of Representatives.

• Established relationships with relevant federal agencies, procurement stakeholders, and partner ecosystems.

• Experience in direct sales for a cybersecurity, data, SaaS, or similar technology provider.

• In-depth understanding of federal buying processes, fiscal cycles, procurement methods, contract vehicles, and authorization protocols.

• Experience leading intricate, multi-stakeholder sales processes.

• Ability to articulate technical capabilities, integrations, APIs, and intelligence data in terms of mission and operational value.

• Strong operational proficiency in Salesforce and Clari, or a similar forecasting tool.

• Preferred experience with federal financial agencies, the Legislative Branch, cybersecurity or threat intelligence, and acquisition or integration environments.

🏝️ Benefits

• Eligibility for incentive compensation.

• Eligibility for equity options.

• Comprehensive medical insurance.

• Dental insurance coverage.

• Vision insurance provision.

• Life insurance benefits.

• 401K retirement plan.

• Commitment to diversity, inclusion, and equal opportunity in the workplace.

• Availability of accommodations or special assistance during the application process.