Account Development Representative – Federal Government

Responsibilities

• Provide extensive research and intelligence within target Federal agencies and sub-agencies to identify key decision-makers and critical program information through people mapping exercises.
• Prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas.
• Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts.
• Learn and demonstrate a fundamental understanding of the Workiva platform and clearly articulate its capabilities, security postures (FedRAMP), and advantages to government decision-makers and influencers.
• Understand federal personas across multiple business disciplines, including the offices of: Financial Transformation, Chief Financial Officer (CFO), Chief Information Officer (CIO/IT), Sustainability/ESG Reporting, and Program Management.
• Drive attendance and attend various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and provide post-event follow-up.
• Develop and maintain a current understanding of Workiva's latest product offerings, competitive market knowledge, and federal compliance standards.
• Meet or exceed quarterly goals for number of opportunity targets, revenue, and weekly/monthly performance activity indicators.
• Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications).

Requirements

• 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 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 are strongly preferred.
• 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.
• Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment.

Core Competencies

Demonstrates expertise in Federal Sales Development, particularly in navigating the complexities of government procurement processes and effectively communicating the capabilities of FedRAMP-authorized SaaS solutions. Proven ability to drive revenue growth through strategic networking and lead qualification in the public sector.