Account Director - Public Sector
New
D
DomainToolsCybersecurity intelligence
Based within the U.S.Full-TimeDirector
Salary$250K – $325K (50% base / 50% variable)
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Job Details
- Experience
- 5+ years of enterprise SaaS sales experience
- Required Skills
- CybersecuritySalesforce
Requirements
- Have 5+ years of enterprise SaaS sales experience focused on net-new business acquisition in government markets.
- Demonstrate a track record of exceeding quotas and closing six-figure new-logo deals in federal, state, local, or education organizations.
- Bring deep knowledge of cybersecurity, including threat intelligence, DNS, or Internet infrastructure.
- Understand government mission and budget drivers for security investments.
- Have working familiarity with government contracting and procurement, including contract vehicles and RFP/RFI/RFQ processes.
- Understand FAR/DFARS or state and local procurement equivalents.
- Apply consultative sales frameworks such as MEDDPICC, Command of the Message, or Challenger.
- Use Salesforce for territory planning, pipeline generation, and forecasting.
- Be able to travel regularly for prospect meetings, trade shows, and internal events.
- Existing federal security clearance is a plus.
Responsibilities
- Own the net-new revenue target and sales quota for an assigned public-sector territory.
- Develop and execute territory plans based on agency mission needs, budget cycles, and contract vehicle access.
- Manage the sales process from outbound prospecting and discovery through qualification, business-case development, procurement navigation, and close.
- Build relationships with government program managers, mission owners, technical leaders, contracting officers, and procurement teams.
- Conduct MEDDPICC-based discovery and develop business cases that communicate mission outcomes and value.
- Partner with Sales Engineering and agency stakeholders to define outcomes for proofs of concept and evaluations.
- Maintain pipeline quality, opportunity records, and accurate forecasts in Salesforce.
- Coordinate with Marketing, Sales Engineering, Partner Alliances, Product, and other internal teams on complex opportunities.
- Represent DomainTools at prospect meetings, industry events, and trade shows.
- Transition closed customers to the Customer Success Management team.
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