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

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

Benefits offered by this job

Performance-based bonuses

Equity

Flexible healthcare options

Paid time off

Retirement savings programs

Job summary

Black Kite is 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 cyber resilience and meet compliance requirements. The ideal candidate thrives in complex, consultative SaaS sales, understands government procurement processes, and has a proven track record of exceeding quotas in

Qualifications

• 8+ years in enterprise software sales with 5+ years in security or compliance solutions for the federal government.
• Deep understanding of public sector procurement cycles, FAR/DFARS, grant funding, and agency structures.
• Consistent overachievement of multi-million-dollar SaaS quotas.
• Exceptional consultative selling, negotiation, and account management skills.
• Ability to translate cybersecurity concepts into business value for non-technical stakeholders.
• Established relationships with channel partners.

Responsibilities

• Own the sales cycle from prospecting to close in the public sector.
• Develop and execute territory plans aligned with revenue targets.
• Engage C-level, technical, and procurement stakeholders for solution fit.
• Navigate government procurement frameworks, contracts, and RFPs.
• Collaborate with Sales Engineers, Partners, CS, and Product on demonstrations and proposals.
• Maintain forecasting, pipeline hygiene, and CRM data accuracy.
• Represent the company at industry events and government tech forums.

Skills

Enterprise software sales

Public sector sales

Consultative selling

Stakeholder engagement

Quota attainment

Channel partner relationships

Job description

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.