Account Executive, Public Sector (Federal Civilian)

Zoomcar; London; On-site; GBP 70,000 - 120,000; Full time

Job summary

A leading company in data security is seeking a Federal Civilian Business Development Director to drive growth in the Public Sector. The successful candidate will lead sales initiatives, cultivate partnerships, and ensure customer success within Federal agencies, leveraging their expertise in data governance and enterprise software.

Benefits

100% employer paid Healthcare premiums

Stock Options

Paid parental leave

Unlimited Paid time off

Learning and Development Resources

Qualifications

• 8+ years of customer facing sales experience in the Public Sector.
• In-depth knowledge of Federal Civilian agencies and procurement processes.
• Strong understanding of enterprise software and cloud computing.

Responsibilities

• Lead sales and business development in the Federal Civilian market.
• Develop strategic account plans for targeted Federal agencies.
• Build and manage a robust sales pipeline and forecast sales.

Skills

Sales experience

Customer relationship management

Data governance knowledge

Consultative sales approach

Communication skills

Job description

Immuta enables organizations to unlock value from their cloud data by protecting it and providing secure access. The Immuta Data Security Platform provides sensitive data discovery, security and access control, and data activity monitoring and has deep integrations with the leading cloud data platforms. Immuta is now trusted by Fortune 500 companies and government agencies around the world to secure their data. Founded in 2015, Immuta is headquartered in Boston, MA.

• Customers simplify operations, improve data security, and unlock data’s value. Customers include:

Roche – Saved $50M by securely operationalizing data products and saving inventory.

Thomson Reuters - Faster access to Snowflake data and a 60x increase in data usage resulting in greater productivity.

Swedbank – 3x time saved setting up data security and self-service policy authoring. 2x more data use cases. 5x improvement in process efficiency.

JB Hunt – Increased permitted use cases for cloud analytics by 100% by managing access to 100+ databases while achieving cost savings.

• Technology partners include Snowflake, Databricks, AWS, Azure, Google Cloud, and Starburst. Immuta was recognized as the Snowflake Data Security Partner of the Year in June 2023.

• Immuta has been recognized by Forbes as a top American startup employer, by Inc. Magazine and BuiltIn as one of the best workplaces, and by Fast Company as one of the top 50 most innovative companies.

• $267 million in total funding. Lead investors include NightDragon, Snowflake, and Databricks, along with additional funding from ServiceNow, Citi Ventures, Dell Technologies Capital, DFJ Growth, IAG, Intel Capital, March Capital, Okta Ventures, StepStone, Ten Eleven Ventures, and Wipro Ventures.

• A hybrid workplace with offices in Boston, MA; Columbus, Ohio; College Park, Maryland.

Immuta is experiencing exceptional growth in our Public Sector business, and we have an immediate need for a Federal Civilian Business Development Director to be a part of our quickly growing team. As the Federal Civilian Business Development Director, you will work with our Public Sector VP, Public Sector Field CTO, Public Sector VP of Alliances and technical delivery team to identify, qualify, and close new business opportunities and expand the Public Sector pipeline. You will be at the forefront of engagement with our Federal Civilian customers and partners, gathering new insights from this important customer set to be fed back into our Product and Customer Success teams. Most importantly, you will work with our customers to define and solve their data governance problems using our one-of-a-kind data science solution.

YOUR ROLE

As the Federal Civilian Business Development Director, you will be responsible for shaping our strategy and execution within this critical market. You'll have the opportunity to:

Drive Strategic Growth: Lead all aspects of sales and business development, including early opportunity identification, RFI/RFQ/RFP responses, partnership engagement, and contract closure within the Federal Civilian market.

Cultivate Powerful Partnerships: Forge and nurture relationships with key channel partners, system integrators, and the broader ecosystem to amplify our market reach by identifying emerging trends to maximize bookings, revenue, installed base, brand awareness, and customer satisfaction tailored for the Federal Civilian sector.

Champion Customer Success: Understand our customers' missions deeply, translate their challenges into opportunities for Immuta, and ensure their long-term success.

Build Our Brand: Serve as a visible and articulate advocate for Immuta to close business and successfully integrate Immuta within the Federal Civilian community.

WHAT YOU’LL DO

• Develop and implement comprehensive strategic account plans for targeted Federal Civilian agencies, aligning Immuta value propositions with agency needs and budget cycles.
• Leverage value-based selling and a consultative sales approach to articulate complex technical solutions to both technical and non-technical executives and decision-makers.
• Build and manage a robust sales pipeline, accurately forecast sales, and consistently meet or exceed quota.
• Collaborate closely with the Immuta Alliances team to strategically manage and expand our network of resellers, channel partners, system integrators, and other ecosystem partners within the Federal Civilian market, ultimately extending our reach and accelerating sales.
• Analyze market trends, identify new business opportunities, and contribute to the development of go-to-market strategies for the Federal Civilian sector.
• Collaborate with internal cross-functional teams, including marketing, product management, pre-sales engineering, legal, and operations, to support sales efforts and ensure customer success.
• Serve as a thought leader on the topic of data governance and data provisioning for the Federal Government.
• Work with minimal direction, set priorities that align with the Public Sector team and overall company strategy, and maintain focus and commitment throughout the process and life cycle.

WHAT YOU'LL BRING

• 8+ years of customer facing sales experience within the Public Sector, ideally within the Federal Civilian market. Additional experience in other parts of the Federal government is a plus.
• In-depth knowledge of the organizational structures, missions, priorities, key stakeholders, and challenges of Federal Civilian agencies (e.g., DHS, HHS, VA, DoE, DoJ, Treasury, GSA, etc.)
• Expertise in navigating complex federal procurement processes, regulations (i.e., the FAR), and contracting vehicles (e.g., GSA Schedules, GWACs, IDIQs, BPAs)
• Strong understanding of enterprise software concepts, SaaS models, cloud computing (e.g., FedRAMP environments), and data analytics. Experience working in small and/or start-up companies is preferred.
• Familiarity with data initiatives, data privacy regulations (e.g., Privacy Act), data governance frameworks and data management within the Federal Civilian Market.
• Strong skills in building, managing, and accurately forecasting a robust sales pipeline with a clear plan for achieving quarterly forecasts in addition to a "consultative approach," in post-sales to ensure customer satisfaction.
• Exceptional written and verbal communication skills, with the ability to craft and deliver compelling presentations and proposals to senior executives and large audiences
• Willingness to travel regularly within the local DC/MD/VA area to customer and partner sites.

Benefits

At Immuta, our goal is to help bridge the gap between personal and professional growth, so that our team members can be well and thrive personally and professionally. After all, great professional success stories rarely happen without great personal success stories! Our generous benefits package given to all full time employees includes:

- 100% employer paid Healthcare (Medical, Dental, Vision) premiums for you and your dependents (including Domestic Partners)

- Stock Options

- Paid parental leave (Both Maternity and Paternity)

- Unlimited Paid time off (U.S. based positions)

- Learning and Development Resources

Immuta provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, national origin, marital status, age, disability (including disability due to pregnancy) or genetics, protected veteran status, or any other characteristic protected by law. Immuta complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment.

NOTICE TO THIRD PARTY RECRUITERS: Immuta does not accept candidates from third party recruiters. All candidates submitted through are considered to be submissions by the candidate and no submission will obligate Immuta to pay any third party for the referral or hiring of a candidate.