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DomainTools develops cyber threat intelligence solutions built from domain name and DNS data. Its product portfolio includes the Iris Intelligence Platform for mapping connected infrastructure, Iris Detect for identifying lookalike domains, Iris Enrich for connecting DomainTools intelligence with SIEM, SOAR, and other security tools, and Farsight DNSDB for historical and real-time passive DNS data. The company helps security teams turn threat research into actionable insight for preventing, investigating, and responding to online attacks across sectors such as government, financial services, healthcare, technology, and retail.
Public Sector Account Director – United States Remote
DomainTools is seeking a Public Sector Account Director to win federal, state, local, and education customers for its Internet intelligence and cybersecurity platform. The role leads territory strategy, government procurement, pipeline development, and net-new sales.
United States
Washington$125,000 – $162,500 / year
RemoteFull-timeLeadEnglish RequiredAccount ExecutiveSalesDescription
- Win new government customers across federal, state, local, and education markets
- Lead the complete new-business sales cycle, from outbound prospecting through net-new account closure
- Manage an assigned public sector territory and deliver bookings targets
- Own net-new revenue goals and sales quota across assigned agencies and institutions
- Create and execute strategic territory plans
- Identify, develop, and close opportunities with federal civilian, defense, state, and local government agencies
- Build adequate pipeline coverage through self-sourced and marketing-supported opportunities
- Develop trusted-advisor relationships with program managers, mission owners, technical leaders, contracting officers, and procurement teams
- Create business cases and navigate procurement rules, contract vehicles, and government sales cycles
- Run MEDDPICC-based discovery and lead executive briefings, capability presentations, and strategic alignment meetings
- Work with Sales Engineering on technical strategies, demonstrations, use-case validation, proofs of concept, and evaluations
- Maintain disciplined pipeline qualification, forecasting, Salesforce records, and opportunity documentation
- Produce accurate forecasts that reflect government fiscal-year cycles and appropriations timing
- Track pipeline quality, volume, velocity, conversion rates, and coverage
- Coordinate with Marketing on targeted outbound and account-based marketing programs
- Work with Partner Alliances and systems integrator or channel teams on account penetration, teaming, and co-selling
- Orchestrate internal resources for complex opportunities and government procurement engagements
- Represent DomainTools in prospect meetings, industry events, and trade shows
- Support customer transitions and handoffs to Customer Success Management after contracts are executed
- Share agency requirements, use cases, competitive intelligence, and market trends with Product
Requirements
- At least five years of enterprise SaaS sales experience focused on winning new business in government markets
- Demonstrated success exceeding quota and closing six-figure new-logo deals with federal, state, local, or education organizations
- Strong cybersecurity knowledge, including threat intelligence, DNS, or Internet infrastructure
- Working knowledge of government contracting and procurement, including contract vehicles, RFP/RFI/RFQ processes, and FAR/DFARS or comparable state and local requirements
- Advanced use of MEDDPICC, Command of the Message, or Challenger sales methodologies
- Exceptional communication and negotiation abilities
- Ability to initiate conversations, build relationships, and influence senior government executives, program leaders, and technical stakeholders
- Analytical approach to territory planning, pipeline generation, and Salesforce-based forecasting
- Ability to coordinate cross-functional teams while working independently
- U.S. citizenship
- Residence within the United States
- Willingness to travel regularly for prospect meetings, trade shows, and internal events
- Existing federal security clearance is a plus
Benefits
- Company-paid medical, dental, and vision insurance premiums
- 401(k) retirement plan with company matching
- Basic life insurance
- Flexible paid time off
- Additional well-being benefits
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