Government Sales Account Executive

Searchlight Cyber Ltd - Washington, DC

Full-time - Mid Level

Washington, DC

About the position

The Sales Account Executive at Searchlight Cyber will focus on expanding business within the public sector, including federal, state, and local government clients. This role requires a self-motivated individual with a strong sales background in software or cybersecurity, capable of managing the entire sales cycle from lead generation to closing complex contracts. The position involves building relationships with clients, collaborating with internal teams, and contributing to product development based on customer feedback.

Responsibilities

• Engage with clients across Governmental sectors, building a strong network of contacts and growing a pipeline of opportunities.
• Work with internal stakeholders and partners to develop and deliver on a sales plan, meeting agreed upon targets and goals.
• Collaborate with the Marketing team to generate new leads through cold outreach, targeted ABM, and events.
• Conduct account planning and business development to generate leads and find new customers in the public sector.
• Build deep relationships with existing and potential customers, contributing to product development and market knowledge.
• Develop in-depth knowledge of products to articulate applications and benefits to potential customers.
• Utilize customer feedback to contribute to the product roadmap, allowing for a strategic selling process.
• Support a 'Land and Expand' model, selling additional products and services to existing customers.
• Work with Sales Engineering to ensure successful Proof of Value processes, tailoring proposals to customer needs.

Requirements

• Proven experience in a SaaS sales environment, ideally selling Cyber Security or software products and/or services to Government clients.
• In-depth understanding of relevant purchasing/procurement processes and challenges in the government sector.
• Strong understanding of the cyber security market, including key technologies, concepts, and players.
• Ability to drive sales as an individual and as part of a team.
• Willingness and ability to travel, possibly internationally, for client meetings and lead generation activities/events.
• Experience in all areas of business development, including lead generation, relationship building, inbound and outbound sales, tender response, negotiation, and account management.
• Hubspot (or other applicable CRM) experience is preferable.

Nice-to-haves

• Knowledge of intelligence or risk-based products would be a benefit.
• Experience or training in sales methodologies such as SPIN, Sandler, MEDDIC, or Miller Heiman.

Benefits

• 15 days paid vacation plus public holidays
• 401k
• Medical, Vision and Dental cover
• Healthcare Savings Account via CareFirst
• Perkbox membership offering a range of discounts and rewards
• Comprehensive training and support for career development
• Regular team building and reward events