Source Job

• Hunt and secure net-new agency logos across the US Federal landscape to expand market share.
• Build and maintain a self-sourced 4x qualified pipeline through aggressive cold outreach and strategic prospecting.
• Deliver compelling presentations to government stakeholders, positioning Sonatype's DevSecOps and SBOM solutions as the new standard.

Sonatype is the software supply chain security company, providing end-to-end security solutions and managing the leading open source dependency platform. With over 2,000 organizations including 70% of the Fortune 100 and 15 million developers relying on their expertise, they are software pioneers committed to building faster, safer software.

• Own the full sales cycle for Fieldguide's Internal Audit AI platform within government and public sector organizations.
• Build and develop the public sector territory from the ground up, starting with federal and expanding into state, local, and higher education.
• Use a consultative, partner-driven approach to guide organizations through a shift in how internal audit functions operate.

Fieldguide builds software for audit and assurance practitioners, focusing on cybersecurity, privacy, and ESG to automate and streamline their work. Founded as a remote-first company, they are backed by top investors and value an inclusive, driven, and supportive team culture.

• Drive territory growth by owning targeted Federal accounts and developing strategic plans for pipeline creation and revenue growth.
• Lead complex sales cycles from discovery to close, navigating Federal acquisition processes and partner-led procurement.
• Collaborate across teams including Channel, Marketing, Customer Success, and Sales Engineering to accelerate pipeline and drive outcomes.

BlueCat manages the systems that keep networks running smoothly, securely, and reliably for enterprises globally. With teams worldwide, the company fosters a collaborative, high-performance culture that values trust, support, and innovation.

• Develop and scale BlueCat's U.S. Federal business, owning pipeline creation, revenue, and account expansion across civilian, defense, and intelligence opportunities.
• Act as a player/coach, personally driving strategic opportunities while mentoring Federal sellers on account strategy and procurement navigation.
• Position BlueCat as a strategic platform partner across network modernization, Zero Trust, and cybersecurity initiatives.

BlueCat solves critical network challenges for the world's largest organizations, managing systems that keep networks running smoothly and securely. With a global team, we build a workplace culture that values collaboration, integrity, and innovation.

• Build relationships with important internal and customer stakeholders, including c-suite decision-makers.
• Create a long-term account strategy aligned with customer goals and collaborate with internal teams.
• Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals.

Zscaler accelerates digital transformation to ensure customers are more agile, efficient, resilient, and secure. The company is an AI-forward enterprise building a culture of execution centered on customer obsession, collaboration, ownership, and accountability.

• Serve as primary post-sales point of contact for strategic federal customers, driving adoption and satisfaction.
• Own customer success plans, conduct business reviews, and manage health metrics to minimize churn and maximize expansion.
• Collaborate cross-functionally with Sales, TAMs, and Support to ensure seamless customer experience and align solutions with operational goals.

Dragos is a market leader in ICS/OT Cybersecurity, defending industrial organizations that provide essentials like water, electricity, and safe workplaces. They have a remote-first culture with global operations in North America, Europe, the Middle East, and APAC, and emphasize authenticity, transparency, and trust.

• Drive profitable growth by developing strategic relationships and creating new business opportunities within the Federal Government.
• Lead cross-functional teams to develop winning strategies and deliver exceptional customer outcomes.
• Balance short-term revenue objectives with long-term customer success through consultative selling and executive engagement.

Trace3 is a leading Transformative IT Authority, providing unique technology solutions and consulting services. They employ more than 1,200 people with a culture embodying the spirit of a startup with the advantage of a scalable business.

• Build and maintain a pipeline of qualified leads using MEDDPICC and Challenger Sale principles.
• Conduct needs assessments and product demonstrations to showcase Versaterm's SaaS solutions.
• Negotiate and close deals while collaborating with internal teams to ensure customer satisfaction.

Versaterm is a global public safety solutions company that provides innovative technology to public safety agencies, forensic labs, court systems, and schools. The company is focused on selective growth and driven by innovation, with a commitment to customer success and community safety.

• Serve as a high-level executive bridging sales strategy, government procurement compliance, and operational execution to optimize revenue and scale go-to-market teams.
• Define and deliver leading sales metrics and KPIs, and lead weekly, monthly, and quarterly operating cadences for the AMS region with a focus on pipeline management and forecasting.
• Drive operational planning including quota assignment, territory creation, and headcount planning aligned with the annual operating plan.

Zscaler accelerates digital transformation to secure customers in the AI age, leveraging the world's largest security data lake for its cloud-native Zero Trust Exchange platform. The company fosters a culture of execution, customer obsession, and collaboration, building high-performing teams that make an impact quickly.

• Lead AWS public sector sales strategy and execute high-impact cloud initiatives across key accounts.
• Manage complex deals and tenders, engaging C-level stakeholders to align customer needs with AWS solutions.
• Oversee vendor relationships, go-to-market execution, and ensure consistent pipeline development and delivery.

Jobgether is a platform that uses AI-powered matching to connect candidates with job opportunities. It operates globally, offering a streamlined, tech-driven hiring experience.

• Drive growth and market share in targeted public safety agencies, prioritizing customer satisfaction.
• Build and deepen client relationships to boost revenue, while formulating robust account strategies.
• Navigate complex procurement processes with creative thinking, ensuring stellar service delivery.

Axon is on a mission to Protect Life, providing an ecosystem of devices and cloud software for public safety and justice. The company has a fast-paced, challenging culture focused on driving real change and constant growth.

• Responsible for managing the entire sales cycle as a strategic account executive.
• Own a territory with prospects and customers across various industries.
• Collaborate cross-functionally with marketing, product management, and sales engineering.

Dataiku is the platform for AI success, providing an enterprise orchestration layer for building, deploying, and governing AI. The company connects full enterprise AI stacks, empowering organizations to run AI across multi-vendor environments with centralized governance, and is relied upon by leading companies worldwide.

• Own your territory and develop new clients with support from an established sales and marketing team.
• Drive new business by identifying key relationships, solving client problems, and positioning Schneider Geospatial as an industry expert.
• Collaborate with peers to develop best practices and use sales enablement tools like Salesforce and Salesloft to manage your pipeline.

Schneider Geospatial is a leading PE-backed GovTech SaaS company modernizing how governments serve their communities with GIS-based solutions. Recognized as a Great Employer to Work For and named to the GovTech 100 for four consecutive years, the company serves over 1,000 local governments across 34 states, reaching more than 32 million citizens annually.

• Manage and strategically expand relationships with High Tech customer accounts.
• Develop and execute account strategy to deliver strong revenue and gross margin results.
• Drive the entire sales process from prospecting to deal closure with consultative sales cycles.

Twilio is a communications platform that delivers innovative solutions to hundreds of thousands of businesses and empowers developers to create personalized customer experiences. The company is remote-first with a global team and a culture of connection and inclusion.

• Manage high value strategic client relationships to drive growth and retention.
• Achieve new business targets through up-sell and cross-sell opportunities.
• Lead pricing negotiations and provide accurate monthly forecast reports.

FiscalNote is a leader in policy and global intelligence, combining data, technology, and insights to empower customers. The company is home to CQ, FrontierView, and VoterVoice, and fosters a culture of teamwork and ownership.

• Define and build Granicus' federal partner ecosystem to drive pipeline and revenue growth.
• Collaborate with Federal Sales, Product, and Marketing to align partnerships with agency missions.
• Develop scalable partner programs, enablement, and performance metrics to accelerate adoption.

Granicus provides digital solutions for government agencies to engage with constituents. With over 5,500 government clients and 300 million subscribers, Granicus has a remote-first culture and has been recognized as a top workplace.

• Prospect into U.S. federal agencies to identify compliance and records management needs.
• Generate Discovery Meetings and Sales Accepted Opportunities for Federal Account Executives.
• Execute multi-channel outreach across phone, email, and professional social platforms.

Smarsh empowers customers to manage risk and unleash intelligence in their digital communications. The company serves over 6500 organizations in regulated industries and has been recognized as a fastest-growing American company since 2008.

• Lead a team of Solutions Architects serving public sector customers, guiding technical pre-sales work and strategy.
• Collaborate with regional sales managers and cross-functional leaders on complex opportunities to meet customer needs.
• Coach team members to deliver consistent technical leadership and model strong customer engagement.

GitLab provides an intelligent orchestration platform for DevSecOps. With over 50 million registered users and trust from more than 50% of the Fortune 100, GitLab fosters a high-performance culture based on transparency and continuous learning.

• Develop business by maintaining and growing the existing client base within state and local government and education sectors.
• Identify, qualify, and develop new opportunities through prospecting and networking while managing the sales pipeline.
• Achieve monthly, quarterly, and annual sales budgets and provide accurate sales forecasts.

Tenable is the Exposure Management company, helping over 40,000 organizations understand and reduce cyber risk. Our global team supports 65% of the Fortune 500 and 50% of the Global 2000, fostering a culture of belonging and excellence.

• Drive revenue by actively generating qualified leads and maintaining a steady sales pipeline in the SLED market.
• Guide prospects through a solution-based sales process using MEDDPICC to secure multi-year contracts and significant transactions.
• Collaborate cross-functionally to negotiate pricing, meet compliance requirements, and ensure smooth transitions from pre-sale to post-sale.

DeleteMe is the leader in proactive privacy protection, helping security teams reduce their human attack surface by removing exposed personal data from the open web. As a fast-growing global SaaS company serving 30% of the Fortune 100, DeleteMe has completed over 100 million opt-out removals and is driven by a powerful mission to empower consumers with privacy.