Account Director – Public Sector

🔥 0 minutes ago

🏛️ District of Columbia, Washington – Remote

🏛️ District of Columbia – Remote ☕ Washington – Remote

💵 $125k - $162.5k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

👻 Ghost score 0%

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DomainTools

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2000

💼 Consulting

🏥 Healthcare

📦 Logistics

Consulting • Healthcare • Logistics

DomainTools is a leading provider of domain name and DNS-based cyber threat intelligence solutions. It offers a range of products including the Iris Intelligence Platform for mapping connected infrastructure to get ahead of threats, Iris Detect for monitoring lookalike domains, and Iris Enrich for integrating DomainTools data with SIEM, SOAR, and other tools. DomainTools' Farsight DNSDB is the world's largest passive DNS intelligence solution, providing historical and real-time DNS data. The company is focused on transforming threat data into actionable intelligence to prevent, mitigate, and investigate online attacks. It serves a diverse set of industries, including federal government, financial services, healthcare, technology, and retail, and is a trusted partner for enterprise-level security operations centers (SOCs).

📋 Description

• Acquire new government customers across Federal, State and Local, and Education markets • Own the full-cycle new business sales process from outbound prospecting through closing net-new business • Manage a defined public sector territory and achieve bookings targets • Own net-new revenue targets and sales quota for assigned agencies and institutions • Develop and execute strategic territory plans • Identify, develop, and close revenue opportunities across federal civilian, defense, state, and local government agencies • Generate and maintain sufficient self-sourced and marketing-supported pipeline coverage • Build 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 and lead executive briefings, capability presentations, and strategic alignment sessions • Partner with Sales Engineering on technical strategies, solution demonstrations, use-case validation, PoCs, and evaluations • Maintain rigorous pipeline management, qualification, forecasting, Salesforce data, and opportunity documentation • Deliver accurate forecasts accounting for government fiscal-year cycles and appropriations timing • Monitor pipeline quality, quantity, velocity, conversion, and coverage • Collaborate with Marketing on targeted outbound and account-based marketing initiatives • Partner with Partner Alliances and System Integrator/channel teams on joint account penetration, teaming, and co-selling • Coordinate internal resources for complex opportunities and government procurement experiences • Represent DomainTools at prospect meetings, industry events, and trade shows • Support customer transitions and handoffs to Customer Success Management after contract execution • Communicate agency requirements, use cases, competitive intelligence, and market trends to Product

🎯 Requirements

• 5+ years of enterprise SaaS sales experience focused on net-new business acquisition within government markets • Proven track record of exceeding quotas and closing six-figure new logo deals within federal, state, local, or education organizations • Deep knowledge of cybersecurity, including Threat Intelligence, DNS, or Internet infrastructure • Working familiarity with government contracting and procurement processes, contract vehicles, RFP/RFI/RFQ processes, and FAR/DFARS or state and local equivalents • Expert application of MEDDPICC, Command of the Message, or Challenger • Exceptional communication and negotiation skills • Ability to cold-engage, build relationships, and influence senior government executives, program leaders, and technical stakeholders • Strong analytical approach to territory planning, pipeline generation, and forecasting using Salesforce • Ability to orchestrate cross-functional teams and work autonomously • U.S. citizenship required • Based within the U.S. • Ability to travel regularly for prospect meetings, trade shows, and internal events • Existing federal security clearance is a plus

🏖️ Benefits

• Fully paid medical, dental and vision insurance premiums • 401k retirement plan with company matching • Basic life insurance • Flexible PTO • Additional well-being benefits