Account Executive, Public Sector (D.C. Metro Area)
Compensation
$240,000 - $300,000 /yr
Type
Full-time
Location
Washington, District of Columbia
Posted
Jul 22, 2026
Requirements Summary
Candidates must have over 8 years of enterprise software sales experience, with at least 5 years specifically in federal security or compliance solutions. A deep understanding of government procurement cycles and a proven track record of exceeding multi-million-dollar quotas are required.
Core Responsibilities
The Account Executive will manage the full sales cycle for public sector clients, focusing on prospecting, relationship building, and closing deals. They will collaborate with internal teams to deliver demonstrations and proposals while navigating complex government procurement processes.
Key Skills
Company Information
- Industry: Computer and Network Security
- Company Size: 51-200 employees
- Type: Privately Held
- Specialties: Vulnerability Management, Targeted Cyber Threat Intelligence, Continuous Perimeter Monitoring, CyberSecurity, Cyber Risk Management, Cyber Insurance, Third Party Risk Management, Third Party Cyber Risk, Continuous Monitoring, Vendor Management, Supply Chain Risk Management, Due Diligence, and Reputational Risk
Government Experience
- Federal Government Experience: federal government
- Government Experience Preferred: federal government
- State/Local Government Experience: local government
Full Job Description
THE OPPORTUNITY We’re seeking a high-performing sales professional to drive growth within the U.S. public sector. This role focuses on building deep relationships with federal, state, and local government agencies, as well as education and other public institutions, helping them improve their cyber resilience and meet compliance requirements. The ideal candidate thrives in complex, consultative sales environments, understands government procurement processes, and has a proven track record of exceeding quotas in enterprise SaaS sales, especially within security software. WHAT YOU'LL OWN Own the sales cycle from prospecting to close, targeting net-new and expansion opportunities in the public sector. Develop and execute territory plans aligned with strategic goals and revenue targets. Engage C-level, technical, and procurement stakeholders, positioning our solutions as the best fit for their security needs and compliance mandates. Navigate government procurement frameworks, contracts, and RFP processes to accelerate deal closure. Partner closely with Sales Engineers, Channel Account Managers/Partners, Customer Success, and Product teams to deliver compelling demonstrations, proposals, and proof-of-concept engagements. Maintain accurate forecasting, pipeline management, and CRM hygiene. Represent the company at key industry events, conferences, and government technology forums. WHAT YOU BRING 8+ years in enterprise software sales, with at least 5 years focused on security or compliance solutions for the federal government. Deep understanding of public sector procurement cycles, FAR/DFARS, grant funding, and key agency structures. Consistent overachievement of multi-million-dollar quotas in SaaS. Exceptional consultative selling, negotiation, and account management skills. Ability to grasp complex cybersecurity concepts and translate them into business value for non-technical stakeholders. Works well with and has established relationships with channel partners. The expected total compensation range for this role is $240,000-$300,000 (base pay + commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.