Director, Public Sector Account Management (SLED & FED)

Director, Public Sector Account Management (SLED & FED)

As the Leader of Recruiting Intelligence, The Edens Group, LLC, has been retained to identify and recruit an experienced and execution-oriented Manager of Public Sector (SLED & Federal) Account Management to support the Sr. Director, Account Management and lead a team of high producing Account Managers within our Client’s SLED & Federal verticals. This is a 100% remote position from select locations with an opportunity to work a hybrid schedule for candidates based in the Chicago, IL Metro area.

The Company

Our Client, a 600 FTE, $200M company, is a global cybersecurity company providing zero-knowledge security and encryption software covering functions such as password and passkey management, secrets management, privileged access management, secure remote access, and encrypted messaging. This company is transforming cybersecurity for people and organizations around the world, as their cybersecurity software is trusted by millions of people and thousands of organizations globally. Their software is published in 21 languages and is sold in over 150 countries. Join one of the fastest-growing cybersecurity companies and be responsible for leading Public Sector expansion sales.

Their intuitive solutions are built with end-to-end encryption to protect every user, on every device, and in every location, while meeting the most stringent government security and compliance requirements. They are FedRAMP and StateRAMP Authorized, SOC 2 compliant, FIPS 140-2 validated, as well as ISO 27001, 27017, and 27018 certified. Trusted by Federal agencies, they are the leader for password, passkey, and secrets management, privileged access, secure remote access, and encrypted messaging.

About the Role

The Director of Public Sector Account Management will be responsible for overseeing our Client’s SLED (State, Local, and Education) and Federal Account Management team’s expansion. This is a hands-on sales management position, responsible for contributing to predictable existing sales velocity and the professional development of high-performing sales representatives on the team. You will manage the team responsible for their client’s health and adoption of their cloud-based, award-winning cybersecurity platform. This is a highly strategic role within the company, with many touchpoints in the field (both pre- and post-sale) as well as internal facing with product management and marketing.

Responsibilities
• Lead, manage and motivate a team of SLED & FED Account Managers focused on actioning renewals, expansions and upsells and driving revenue growth
• Drive revenue retention via a highly efficient, scalable customer renewal engine
• Generate incremental bookings within existing accounts from subscription expansion and upsell of add-on portfolio products
• Help directly manage Tier 1, high priority client relationships
• Collaborate with Customer Support to ensure accurate and complete on-boarding of new clients and lanes
• Partner with Sales to develop strategies and team goals to improve product penetration rates and expand Company's footprint within existing customer portfolio
• Proactively monitor assigned our client’s health through quantitative and qualitative means
• Own the optimization of contracts and other documents supporting renewals
• Scale, recruit and mentor a team of SLED & FED focused, sales driven account managers, ensuring the right structure, talent and processes are in place for success
• Develop and implement sales strategies to meet and exceed monthly and quarterly sales targets
• Monitor and manage individual and team performance, providing coaching, training, and feedback to enhance productivity
• Conduct regular one-on-one meetings with sales reps to review performance, troubleshoot challenges, and strategize for success
• Join customer calls alongside sales reps to provide strategic support, assist in advancing deals toward closure, and deliver real-time coaching to optimize sales conversations and outcomes
• Analyze sales data to identify trends, opportunities, and areas for improvement, ensuring accurate forecasting and reporting
• Collaborate closely with the marketing team to ensure alignment on lead generation, campaigns, and messaging
• Continuously refine and optimize sales processes and tools to improve efficiency and effectiveness
• Maintain a deep understanding of Company’s product offerings, customer needs, and market dynamics
• Stay up to date with the latest trends, policy changes and new opportunities in the SLED sector that could impact sales growth
• Collaborate with senior leadership to provide input on product, pricing and go-to-market strategies tailored to the SLED vertical
• Drive a high-energy, positive sales culture that motivates the team to perform at their best
• Ability to travel to and from customer meetings {locally and nationally) & rent and/or operate a vehicle on behalf of the company

Requirements
• 3+ years of experience as a SLED & Federal focused Director with a proven track record of meeting or exceeding sales targets and managing a high-performing sales team
• 3+ years previous work experience in the Saas industry with PAM and Cybersecurity industry experience required
• Proven ability to develop and execute strategic sales plans and implement SLED/FED sales best practices at scale
• Strong knowledge of Saas sales processes, expansions, renewals and CRM systems, Salesforce experience preferred
• Ability to construct, present and execute territory-level sales strategies
• Exceptional leadership, communication, and interpersonal skills, with the ability to inspire, mentor and develop a team
• Data-driven mindset with experience analyzing sales metrics to drive decision-making
• Ability to adapt in a fast-paced, ever-changing market environment
• Strong problem-solving skills, with the ability to handle challenges and find creative solutions
• Ability to travel up to 20% of the time
• Bachelor's degree in Business, Marketing, or a related field

Salary and Benefits
• Medical, Dental & Vision (inclusive of domestic partnerships)
• Employer Paid Life Insurance & Employee/Spouse/Child Supplemental Life
• Voluntary Short/Long Term Disability Insurance
• 401K (Roth/Traditional)
• A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc.)

The compensation for this role is very competitive. The total compensation for these roles will be custom-crafted for the individual, dependent on your experience, desire for equity and a successful track record in industry. If you thrive in a fast-paced, entrepreneurial environment and enjoy shaping the landscape within a company, please email your resume to:

The Edens Group, LLC

Attn: Kelly M. Edens

Dir. 703-517-2613

E-mail: [email protected]