Account Director - Public Sector

About this role

DomainTools is looking for an experienced Public Sector Account Director to accelerate growth by acquiring new government customers across Federal, State and Local, and Education (FED/SLED) markets. This is an individual contributor "hunter" role with no direct reports, who is the quarterback of the Public Sector team responsible for managing a defined public sector territory and achieving bookings targets,The ideal candidate is an accomplished government sales professional with a proven track record of selling into complex federal, state and municipal accounts, and building trusted relationships with executive, program, technical, and procurement stakeholders across public-sector organizations.
The Public SectorAccount Director will own the full-cycle new business sales process within assigned target agencies and institutions, including:from outbound prospecting, identifying, and qualifying opportunities, expanding DomainTools existing footprint through to developing business cases, navigating procurement and contracting requirements, and closing net-new business.
This role requires close partnership across Sales Development, Sales Engineering, Sales Operations, Marketing, Partner Alliances, Product, and our Executive Team. Strong cross-functional influence, communications and orchestration are essential to success.
The successful candidate will combine strategic territory planning, operational rigor, executive presence, consultative selling skills, deep familiarity with government procurement, and a relentless hunter mentality to deliver consistent new business acquisition and predictable business results.
Key Responsibilities
New Business Revenue and Territory Ownership

• Own the net-new revenue target and sales quota for an assigned Public Sector territory and target agency/institution list.

• Identify, develop, and close new revenue opportunities across DomainTools' government ICP, including federal civilian and defense agencies, state and local governments.Develop and execute strategic territory plans that prioritize the highest-potential agencies, institutions, and target organizations based on mission need, budget cycle, and contract vehicle access.

• Manage and direct the complete sales process from outbound prospecting and discovery through opportunity qualification, business case development, procurement navigation, and close.

• Generate and maintain sufficient pipeline coverage (both self-sourced and marketing supported) to support current and future new business revenue objectives.

• Apply repeatable sales strategies and methodologies, adapted to government buying cycles, to produce predictable new bookings.

• Meet or exceed assigned sales targets and role-specific KPIs.

• Maintain ownership and accountability for the progression, accuracy, and outcome of new opportunities, including alignment to fiscal-year budget and procurement timelines.

Strategic Account Acquisition

• Penetrate target agencies and institutions to develop trusted-advisor relationships with key stakeholders, including program managers, mission owners, technical leaders, contracting officers, and procurement teams.

• Build champions and navigate complex government organizational structures to identify all required stakeholders, departments, and offices necessary to secure new wins.

• Develop a comprehensive understanding of each prospect's mission and cybersecurity environment, agency priorities, budget drivers, technical requirements, and procurement processes.

• Communicate the business and technical value of DomainTools and its critical role within a modern security architecture supporting government missions.

• Conduct MEDDPICC based discovery to identify agency challenges, desired mission outcomes, decision criteria, competitive considerations, and opportunities for immediate impact.

• Build compelling business cases that clearly articulate mission outcomes, value realization, competitive differentiation, and justification for net-new investment within available budget and contract vehicles.

• Partner with Sales Engineering and agency stakeholders to define positive mission and technical outcomes for Proof of Concepts (PoCs) and evaluations.

• Navigate complex organizational structures, procurement regulations (e.g., FAR/DFARS, state and local procurement codes), contract vehicles, and sales cycles across federal, state, local, and education entities.

Prospect Engagement and Value Realization

• Execute high-touch prospecting and engagement strategies to land initial meetings and drive active evaluations with agency and institutional stakeholders.

• Lead executive briefings, capability presentations, and strategic alignment sessions with government prospects.

• Maintain visibility into prospect engagement and technical validation during PoCs to ensure momentum and mitigate competitive risks.

• Support seamless customer transitions and handoffs to the Customer Success Management team upon contract execution.

• Serve as a market advocate internally by communicating agency requirements, emerging use cases, competitive intelligence, and government market trends back to the Product team.

Pipeline, Forecasting, and Operational Excellence

• Maintain rigorous pipeline management, opportunity qualification, and forecasting discipline across the assigned government territory.

• Deliver accurate, timely, and predictable forecasts to sales leadership, accounting for government fiscal-year cycles and appropriations timing.

• Maintain complete and accurate prospect, pipeline, opportunity, and forecasting data in Salesforce and other designated systems, including relevant contract vehicle and procurement details.

• Monitor pipeline quality, quantity, velocity, conversion, and coverage, taking corrective action when performance falls below expectations.

• Consistently execute against forecasted commitments and clearly communicate changes — including procurement delays or budget shifts —…