Digital Account Executive, Public Sector

Jobtailor; Washington (District of Columbia); On-site; USD 90,000 - 130,000; Full time

Job summary

Brightfin is seeking a Federal government sales professional in the Washington, DC area to drive the full sales cycle with federal civilian, DoD, and state/local accounts. You will generate a robust pipeline through outbound calls, emails, LinkedIn, and partner-sourced leads, and coordinate demonstrations as needed.

You will own small to mid-size deals, with larger pursuits handed to senior sellers, and you will continually map relationships across ServiceNow and reseller channels while

Qualifications

• 2+ years in full sales cycle software or solution sales.
• Experience generating new business through outbound calling and follow-up.
• Citizenship in the U.S. with ability to obtain government security clearance.

Responsibilities

• Generate qualified pipeline across Federal civilian, DoD, and State/Local government via outbound channels.
• Own full sales cycle for smaller new-logo, upsell, and cross-sell deals within threshold.
• Map relationships and coordinate outreach with partners and field sellers.
• Maintain CRM hygiene: stages, close dates, next steps, contact roles, notes.

Skills

Outbound Calling

Lead Generation

CRM Proficiency

Presentation Skills

Federal Government Sales

MEDDPICC Qualification

Pipeline Management

Value Selling

Communication

Team Collaboration

Education

U.S. Government Security Clearance

Tools

Microsoft Outlook

Microsoft Teams

SalesLoft

LinkedIn Sales Navigator

ZoomInfo

Job description

• Generate qualified pipeline across Federal civilian, Department of Defense, and State and Local government organizations through outbound calling, email, LinkedIn, and follow-up on marketing and partner-sourced leads


• Own the full sales cycle for smaller new-logo, upsell, and cross-sell transactions up to an agreed deal threshold


• Hand larger pursuits to the senior seller with a clean, documented discovery record


• Learn federal budget cycles, appropriations, colors of money, working capital funds, and chargeback and cost-transparency problems driving ITFM or TEM purchases


• Understand customer mission drivers, operating pressures, and pain points and connect them to Brightfin and Proven Optics capabilities


• Map ServiceNow, Carahsoft, and reseller relationships inside accounts and coordinate outreach with ServiceNow field sellers


• Qualify opportunities using MEDDPICC and maintain current qualification in CRM


• Prepare and deliver first-call presentations, coordinate demonstrations with Solution Consulting, and write follow-up summaries


• Monitor SAM.gov, GovWin, state portals, and agency forecasts and turn procurement activity into qualified conversations


• Maintain CRM hygiene, including stages, close dates, next steps, contact roles, and notes


• Forecast the current and following quarter accurately and raise risks early


• Support the Head of Public Sector with territory planning, account research, event follow-up, and conference lead qualification


• Share effective call recordings, messaging, and objection learnings with the team


• Build product, platform, and public-sector fundamentals within the first 60 days and generate a first self-sourced meeting within 30 days


• Meet outbound, prospect-meeting, pipeline, ACV, and renewal-retention objectives


• Report to the Head of Public Sector

Requirements

• 2+ years of full sales cycle experience in software or solution sales, or 2+ years in an SDR or BDR role with documented pipeline results and readiness to close


• Demonstrated track record generating new business through outbound calling, cold outreach, and lead follow up


• Experience selling and presenting over the telephone and video conference


• Applicants must be U.S. citizens due to federal contract requirements and the need to obtain/maintain a U.S. government security clearance or favorable background investigation for certain accounts


• Working understanding of a structured sales process and ability to progress a cycle involving multiple stakeholders and a procurement office


• Comfort with a value selling motion


• Excellent listening, verbal, and written communication


• Strong presentation skills using web conferencing tools


• Proficiency with Microsoft Outlook, Microsoft Teams, CRM, SalesLoft or Outreach, LinkedIn Sales Navigator, and ZoomInfo or similar contact data source


• Ability to work independently while contributing to a team environment


• Prior experience selling into Federal civilian, Department of Defense, or State and Local government accounts (preferred)


• Familiarity with GSA Schedule, NASA SEWP, SeaPort NxG, and CIO SP4 (preferred)


• Exposure to ServiceNow, IT service management, IT asset management, ITFM, Technology Business Management, or telecom expense management (preferred)


• Experience collaborating with an active partner channel, particularly Carahsoft or another public sector distributor (preferred)


• Candidates must be based within commuting distance of the Washington DC Metro Area


• Candidates are subject to a background check


• All employees must adhere to brightfin's Information Security and Privacy policies and procedures

Core Competencies

Demonstrates expertise in full sales cycle management, particularly in software or solution sales, with a strong focus on outbound calling and lead generation. Proficient in utilizing CRM systems and web conferencing tools to effectively communicate and present to government clients.

Highest-signal resume keywords

• Full Sales Cycle Experience


• Outbound Calling


• CRM Proficiency


• Presentation Skills


• Federal Government Sales

ATS Optimization Keywords

Hard Skills

• Lead Generation


• Value Selling


• Sales Process Understanding


• Pipeline Management


• MEDDPICC Qualification

Soft Skills

• Excellent Communication


• Listening Skills


• Team Collaboration


• Independent Work

Certifications & Qualifications

• U.S. Government Security Clearance

Industry Keywords

• Federal Civilian Sales


• Department of Defense Sales


• State and Local Government Sales


• GSA Schedule


• ITFM

Tools & Technologies

• Microsoft Outlook


• Microsoft Teams


• SalesLoft


• LinkedIn Sales Navigator


• ZoomInfo