Test Suite Account Executive — Public Sector

1 нед. назад

USAMiddleRemote

salesforcecrmpipeline managementnegotiation

Sales specialist focusing on automated testing solutions for public sector clients, driving pipeline development and closing deals.

Обязанности

As a Test Suite Account Executive with a focus on selling to Public Sector organizations, you will be a solution specialist leading our automated testing sales pursuits across federal, state, and local government agencies, as well as public higher education and other public sector entities. You will collaborate with general sales executives to provide subject matter expertise on application testing and demonstrate how the Test Suite addresses the unique modernization, compliance, and mission-delivery needs of government clients. Your role is crucial in driving proactive campaigns to build the Test Suite pipeline, using specialized knowledge and skills to prospect, qualify, negotiate, and close opportunities across public sector accounts.
Pipeline Development: Proactively create and drive sales pipeline in Public Sector-focused accounts. Seek out new opportunities and expand existing ones to build a robust pipeline for Test Suite within federal, state, and local government.
Competitive Intelligence: Maintain knowledge of software testing competitors in Public Sector accounts to strategically position 's products and services, enabling agencies to achieve digital transformation and modernization goals through testing automation.
Partnership Building: Forge strong relationships and develop go-to-market plans with key systems integrators, Test Suite partners, and OEMs active in the government contracting space, with a particular emphasis on Public Sector-focused partners and prime contractors.
Industry Expertise: Develop a deep understanding of the Public Sector landscape, including procurement processes, contract vehicles (e.g., GSA schedules, state term contracts, cooperative purchasing agreements), compliance requirements (e.g., FedRAMP, ATO processes, accessibility standards), and budget cycles. Integrate this knowledge into your consultative selling approach to address specific agency needs.
Executive Engagement: Leverage and expand existing relationships with agency leadership, CIOs, CTOs, and program executives in the software testing market within government accounts.
Sales Support: Provide specialized support to Sales Executives and Sales Leaders in your territory. Offer input on business and deal development, ensuring seamless integration of specialist sales with other sales activities in the Public Sector space.
Consultative Relationships: Establish professional and consultative relationships with Public Sector clients, up to and including agency and program leadership. Develop a core understanding of the unique mission, compliance, and modernization needs of government clients and position as the preferred vendor for meeting all business needs.
Partner Leverage: Invest time working with and leveraging external partners, particularly systems integrators and prime contractors with strong government relationships, to deliver sales and create mutually beneficial relationships.
Sales Coordination: Direct or coordinate supporting sales activities specific to the Public Sector.

Другое

The people at believe in the transformative power of automation to change how the world works. We’re committed to creating category-leading enterprise software that unleashes that power.
To make that happen, we need people who are curious, self-propelled, generous, and genuine. People who love being part of a fast-moving, fast-thinking growth company. And people who care—about each other, about , and about our larger purpose.
Could that be you?
Multiple years of experience with enterprise software, with expertise in automated software testing.
In-depth knowledge of DevOps, Agile development, and CI/CD concepts and tools, particularly as they apply to government IT modernization environments.
Familiarity with Public Sector procurement processes, contract vehicles, and compliance frameworks (e.g., FedRAMP, Section 508 accessibility, ATO/RMF processes), or a demonstrated ability to quickly learn them.
Ability to learn fast and operate in the fluid and dynamic environment of a hyper-growth organization, adapting to the unique challenges and longer sales cycles of the Public Sector.
Excellent verbal and written communication skills, with the ability to articulate complex technical concepts to both technical and non-technical government stakeholders.
Demonstrated leadership and initiative in successfully driving specialty sales in Public Sector accounts — prospecting, negotiating, and closing deals.
Proven track record of achieving progressively higher quotas, working with a diverse range of government customers, and interfacing with agency and program leadership.
Strong understanding of the Public Sector business model, budget cycles, and procurement environment, and the unique value proposition of 's Test Suite in this context.
This role can be based remotely in the United States with travel requirements that could be up to 50%, often to agency headquarters and government client sites.
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Maybe you don’t tick all the boxes above—but still think you’d be great for the job? Go ahead, apply anyway. Please. Because we know that experience comes in all shapes and sizes—and passion can’t be learned.
Many of our roles allow for flexibility in when and where work gets done. Depending on the needs of the business and the role, the number of hybrid, office-based, and remote workers will vary from team to team. Applications are assessed on a rolling basis and there is no fixed deadline for this requisition. The application window may change depending on the volume of applications received or may close immediately if a qualified candidate is selected.
We value a range of diverse backgrounds, experiences and ideas. We pride ourselves on our diversity and inclusive workplace that provides equal opportunities to all persons regardless of age, race, color, religion, sex, sexual orientation, gender identity, and expression, national origin, disability, neurodiversity, military and/or veteran status, or any other protected classes. Additionally, provides reasonable accommodations for candidates on request and respects applicants' privacy rights. To review these and other legal disclosures, visit our privacy policy .