DomainTools is looking for an experienced Public Sector Account Director to accelerate growth by acquiring new government customers across Federal, State and Local, and Education (FED/SLED) markets. This is an individual contributor "hunter" role with no direct reports, who is the quarterback of the Public Sector team responsible for managing a defined public sector territory and achieving bookings targets,The ideal candidate is an accomplished government sales professional with a proven track record of selling into complex federal, state and municipal accounts, and building trusted relationships with executive, program, technical, and procurement stakeholders across public-sector organizations.
The Public SectorAccount Director will own the full-cycle new business sales process within assigned target agencies and institutions, including:from outbound prospecting, identifying, and qualifying opportunities, expanding DomainTools existing footprint through to developing business cases, navigating procurement and contracting requirements, and closing net-new business.
This role requires close partnership across Sales Development, Sales Engineering, Sales Operations, Marketing, Partner Alliances, Product, and our Executive Team. Strong cross-functional influence, communications and orchestration are essential to success.
The successful candidate will combine strategic territory planning, operational rigor, executive presence, consultative selling skills, deep familiarity with government procurement, and a relentless hunter mentality to deliver consistent new business acquisition and predictable business results.
Key Responsibilities
New Business Revenue and Territory Ownership
- Own the net-new revenue target and sales quota for an assigned Public Sector territory and target agency/institution list.
- Identify, develop, and close new revenue opportunities across DomainTools' government ICP, including federal civilian and defense agencies, state and local governments.Develop and execute strategic territory plans that prioritize the highest-potential agencies, institutions, and target organizations based on mission need, budget cycle, and contract vehicle access.
- Manage and direct the complete sales process from outbound prospecting and discovery through opportunity qualification, business case development, procurement navigation, and close.
- Generate and maintain sufficient pipeline coverage (both self-sourced and marketing supported) to support current and future new business revenue objectives.
- Apply repeatable sales strategies and methodologies, adapted to government buying cycles, to produce predictable new bookings.
- Meet or exceed assigned sales targets and role-specific KPIs.
- Maintain ownership and accountability for the progression, accuracy, and outcome of new opportunities, including alignment to fiscal-year budget and procurement timelines.
Strategic Account Acquisition
- Penetrate target agencies and institutions to develop trusted-advisor relationships with key stakeholders, including program managers, mission owners, technical leaders, contracting officers, and procurement teams.
- Build champions and navigate complex government organizational structures to identify all required stakeholders, departments, and offices necessary to secure new wins.
- Develop a comprehensive understanding of each prospect's mission and cybersecurity environment, agency priorities, budget drivers, technical requirements, and procurement processes.
- Communicate the business and technical value of DomainTools and its critical role within a modern security architecture supporting government missions.
- Conduct MEDDPICC based discovery to identify agency challenges, desired mission outcomes, decision criteria, competitive considerations, and opportunities for immediate impact.
- Build compelling business cases that clearly articulate mission outcomes, value realization, competitive differentiation, and justification for net-new investment within available budget and contract vehicles.
- Partner with Sales Engineering and agency stakeholders to define positive mission and technical outcomes for Proof of Concepts (PoCs) and evaluations.
- Navigate complex organizational structures, procurement regulations (e.g., FAR/DFARS, state and local procurement codes), contract vehicles, and sales cycles across federal, state, local, and education entities.
Prospect Engagement and Value Realization
- Execute high-touch prospecting and engagement strategies to land initial meetings and drive active evaluations with agency and institutional stakeholders.
- Lead executive briefings, capability presentations, and strategic alignment sessions with government prospects.
- Maintain visibility into prospect engagement and technical validation during PoCs to ensure momentum and mitigate competitive risks.
- Support seamless customer transitions and handoffs to the Customer Success Management team upon contract execution.
- Serve as a market advocate internally by communicating agency requirements, emerging use cases, competitive intelligence, and government market trends back to the Product team.
Pipeline, Forecasting, and Operational Excellence
- Maintain rigorous pipeline management, opportunity qualification, and forecasting discipline across the assigned government territory.
- Deliver accurate, timely, and predictable forecasts to sales leadership, accounting for government fiscal-year cycles and appropriations timing.
- Maintain complete and accurate prospect, pipeline, opportunity, and forecasting data in Salesforce and other designated systems, including relevant contract vehicle and procurement details.
- Monitor pipeline quality, quantity, velocity, conversion, and coverage, taking corrective action when performance falls below expectations.
- Consistently execute against forecasted commitments and clearly communicate changes - including procurement delays or budget shifts - that could affect expected business results.
- Keep sales leadership informed of significant opportunities, competitive developments, and other factors (e.g., continuing resolutions, budget cycles, policy changes) that may affect new business revenue.
- Use market data, intent signals, and pipeline analytics to prioritize agencies and identify prime targets.
- Follow DomainTools' sales methodology, qualification standards, opportunity-management requirements, and forecasting processes.
- Maintain strong documentation of prospect interactions, next steps, decision criteria, stakeholders, and mutual action plans (MAPs).
Cross-Functional Collaboration
- Partner closely with Marketing to build and execute targeted outbound account strategies and to identify and execute prospect acquisition campaigns, programs, and targeted account-based marketing (ABM) initiatives for government audiences.
- Collaborate with Sales Engineering to develop technical strategies, demonstrate solution value, validate use cases, and ensure successful PoCs for agency evaluations.
- Partner with Partner Alliances and System Integrator/channel teams to identify opportunities for joint account penetration, teaming, and co-selling on government contract vehicles.
- Coordinate internal resources to support complex opportunities and deliver a high-quality, professional buying experience tailored to government procurement expectations.
- Represent DomainTools at prospect meetings, industry events, and trade shows relevant to the federal, state, local, and education markets as required.