Account Director - Public Sector

Domain Tools 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 Sector Account 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 Domain Tools 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.

• 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 Domain Tools' 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.

• 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 Domain Tools 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.

• Execute high-touch prospecting and engagement strategies to land initial…