Account Executive, Public Sector (D.C. Metro Area)

Black Kite; Washington (District of Columbia); On-site; USD 240,000 - 300,000; Full time

Benefits offered by this job

Flexible healthcare options

Paid time off

Equity

Retirement savings program

Job summary

Black Kite seeks an Account Executive to drive growth in the U.S. public sector, focusing on federal, state, and local government agencies as well as education and public institutions.

You will build relationships, articulate cyber risk intelligence value, and advance complex SaaS deals. The ideal candidate has 8+ years in enterprise software sales, strong public sector procurement experience, and a proven track record of multi-million-dollar quotas.

Qualifications

• 8+ years in enterprise software sales, with at least 5 years in security or compliance for the federal government.
• Deep understanding of FAR/DFARS, procurement cycles, grant funding, and agency structures.
• Consistent overachievement of multi-million-dollar SaaS quotas.
• Strong consultative selling, negotiation, and account management skills.

Responsibilities

• Own the sales cycle from prospecting to close in the public sector.
• Develop territory plans aligned with strategic goals and revenue targets.
• Engage C-level, technical, and procurement stakeholders, positioning solutions for security and compliance needs.
• Navigate government procurement frameworks, contracts, and RFP processes to accelerate deal closure.
• Collaborate with Sales Engineers and partners to deliver demonstrations and proposals.
• Maintain accurate forecasting, pipeline management, and CRM hygiene.
• Represent Black Kite at industry events and government technology forums.

Skills

Enterprise software sales

Public sector procurement

C-level stakeholder engagement

Federal government engagement

Job description

Account Executive, Public Sector (D.C. Metro Area)

Black Kite Washington, District of Columbia, United States

About this position

ABOUT BLACK KITE

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

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.