Account Development Representative – Federal Government
$85,000–$127,000 year
RemoteUnited States
Job Summary
Conduct extensive research and intelligence gathering within target Federal agencies to identify key decision-makers and critical program information. Prospect into Federal accounts via strategic networking, email, campaigns, and social outreach to qualify leads and transition them into the pipeline. Demonstrate a fundamental understanding of the Workiva platform, including its security postures and capabilities, to articulate value to government influencers. Attend public sector events such as webinars, roadshows, and conferences, followed by post-event follow-up. Meet quarterly goals for opportunity targets, revenue, and performance activity indicators while contributing to sales cycle functions like forecasting, reporting, and CRM maintenance. Requires 5+ years of sales experience in the Public Sector/Federal market with an OTE of $85,000–$127,000.
Required Qualifications
- Associate's degree in a related field
- Minimum of 5 years of related experience in Sales Development, with a focus on the Public Sector/Federal market
- Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment
- Excellent verbal, written, and interpersonal communication skills with a professional demeanor suitable for interacting with government officials and GS-level leaders
- Self-motivated with a strong propensity for action, results, and navigating the complexities of government bureaucracies
- Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet strict federal deadlines
- 25% Travel for internal meetings
- Reliable internet access for any period of time, working remotely and not in a Workiva office
Desired Qualifications
- Proven experience in a SaaS Sales environment, specifically selling FedRAMP-authorized solutions into Federal Civilian and/or DoD agencies
- Familiarity with Federal procurement processes, timelines, and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS)
- Salesforce CRM, Gong, ZoomInfo, GovWin (or similar gov-intelligence tools), and LinkedIn Sales Navigator experience
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