About the Role
Serve as the primary point of contact for a portfolio of public sector and commercial accounts. You'll build trusted advisor relationships with key stakeholders, drive renewals and expansion, and partner cross-functionally with engineering, product, and customer success to deliver measurable customer outcomes.
What You'll Do
- Own and manage a portfolio of federal, defense, and commercial accounts through the full customer lifecycle — onboarding, adoption, renewal, and expansion
- Develop and execute strategic account plans with clear growth targets, renewal timelines, and risk mitigation strategies
- Conduct regular business reviews (QBRs) with customers to track adoption, demonstrate ROI, and surface new opportunities
- Navigate government procurement processes including contract vehicles (GSA, GWACs, BPAs, IDIQs) and work with contracting officers and procurement teams
- Coordinate cross-functionally with solutions engineering, product, and support to resolve customer needs and relay market feedback
- Forecast pipeline and bookings accurately using CRM tools such as Salesforce or HubSpot
- Represent the company at industry conferences, trade shows, and government forums
Requirements
- 3–5 years of account management, customer success, or B2B/B2G SaaS sales experience
- Demonstrated track record of meeting or exceeding revenue targets in a subscription-based model
- Understanding of the federal procurement lifecycle and government buying processes
- Experience working with federal agencies (DoD, IC, civilian) or federal systems integrators
- Strong communication, presentation, and relationship-building skills across technical and executive audiences
- Bachelor's degree or equivalent professional experience
Nice to Have
- Active security clearance or eligibility to obtain one
- Experience selling cybersecurity, compliance, or risk management solutions
- Familiarity with FedRAMP, NIST 800-53, RMF, or CMMC frameworks
- MEDDPICC or similar sales methodology training
- Experience with GRC platforms or compliance automation tooling