Account Director – Public Sector

DomainTools

. Acquire new government customers across Federal, State and Local, and Education markets .

Posted 10/9/2026full-timeRemote • United StatesLead💰 $125,000 - $162,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in enterprise SaaS sales with a focus on government markets, including proficiency in cybersecurity and government procurement processes. Proven ability to build relationships, exceed sales quotas, and effectively manage the sales pipeline using Salesforce.

Highest-signal resume keywords

Enterprise SaaS Sales ExperienceCybersecurity KnowledgeMEDDPICC ApplicationGovernment Contracting FamiliaritySalesforce Proficiency

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

New Business AcquisitionPipeline ManagementForecastingTerritory PlanningContract Vehicles KnowledgeRFP/RFI/RFQ ProcessesThreat IntelligenceDNS KnowledgeInternet Infrastructure KnowledgeNegotiation Skills

Soft Skills

Exceptional CommunicationRelationship BuildingInfluencing SkillsAnalytical ApproachAutonomous Work

Tools & Technologies

SalesforceMEDDPICCCommand of the MessageChallenger Sales Methodology

Certifications & Qualifications

U.S. CitizenshipFederal Security Clearance (Plus)

Industry Keywords

Government MarketsPublic Sector SalesFederal AgenciesState AgenciesLocal AgenciesEducation MarketsCybersecurityProcurement RegulationsSales QuotaRevenue Opportunities

Tech Stack

Tools & technologies

Cyber SecurityDNS

About the role

Key responsibilities & impact

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

What you’ll need

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

Comp & perks

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