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.
- Sales Experience & Impact: 5+ years of enterprise SaaS sales experience focusing on net-new business acquisition (hunter role) within government markets, with a proven track record of exceeding quotas and closing six-figure new logo deals within federal, state, local, or education organizations.
- Domain Expertise: Deep knowledge of the cybersecurity landscape (Threat Intelligence, DNS, or Internet infrastructure) and the mission and budget drivers influencing government security investments.
- Government Procurement Knowledge: Working familiarity with government contracting and procurement processes, including relevant contract vehicles, RFP/RFI/RFQ processes, and regulations such as FAR/DFARS or state and local equivalents.
- Strategic Methodology: Expert application of consultative sales frameworks (MEDDPICC, Command of the Message, or Challenger) to conduct discovery, build ROI-based business cases, and navigate complex government sales cycles.
- Executive Engagement: Exceptional communication and negotiation skills with the ability to cold-engage, build relationships, and influence senior government executives, program leaders, and technical stakeholders.
- Operational Rigor: Strong analytical approach to territory planning, pipeline generation, and forecasting using Salesforce, accounting for government fiscal-year and budget cycles.
- Collaborative Mindset: Ability to orchestrate cross-functional teams (CSM, SE, Marketing, Partner Alliances, Product) and work autonomously in a fast-paced environment.
- Clearance/Location: U.S. citizenship required; existing federal security clearance a plus. Based within the U.S. with the ability to travel regularly for prospect meetings, trade shows, and internal events.
What Success Looks Like
Success in this role will be measured by the ability to:
- Meet or exceed assigned new bookings and quota targets across the FED/SLED territory.
- Generate and maintain healthy, predictable self-sourced and marketing-supported pipeline coverage.
- Successfully land strategic new logos within federal, state, local, and education markets.
- Establish trusted relationships with executive, technical, procurement, and program stakeholders at net-new agencies and institutions.
- Expand DomainTools footprint within existing agencies.
- Improve pipeline conversion, opportunity velocity, and forecast accuracy for new business, accounting for government budget and procurement timing.
- Develop compelling business cases that connect DomainTools capabilities to measurable mission outcomes to win competitive bake-offs.
- Deliver accurate forecasts and maintain strong CRM and opportunity-management discipline.
- Seamlessly transition closed-won accounts to the post-sales teams to ensure long-term retention and growth.
Total Compensation: $250K – $325K (50% base / 50% variable)
DomainTools is the global leader for Internet intelligence and the first place security practitioners go when they need to know. The world’s most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time. DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits. DomainTools embraces diversity, equity and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth, and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability or any other characteristic protected by law.
