Note: The job is a remote job and is open to candidates in USA. Flashpoint is the pioneering leader in threat data and intelligence. They are seeking a Renewal Account Executive to join their Public Sector team, where the primary responsibility will be to manage renewals and navigate the federal procurement process to close deals.
Responsibilities
- Manage existing pipeline and business in public sector or have been on the buy side of the acquisition process, ideally selling cybersecurity or intelligence technology into Federal and State & Local governments
- Understand the government procurement process including contract vehicles, solicitation tracking, and how to navigate an opportunity from first touch to award
- Run full-cycle, solution-oriented sales motions, preferably with SaaS security or data security products
- Build long-term relationships with government stakeholders by leading with a hands-on, customer-centric approach rather than a pitch
- Track solicitations and build response strategy using tools like GovWin, Bloomberg, and agency websites
- Are effective on a geographically distributed team and held your own across functions
- Support the Public Sector team on strategy, messaging, and outreach with key public sector accounts to drive activity, opportunities, and help drive new business
- Own the full renewal process; run discovery calls, coordinate/execute demos, build quotes and proposals, and develop BVAs that move deals forward
- Manage upsell and cross-sell motions across existing government accounts
- Meet with customer and stakeholders to understand their requirements and craft the right Flashpoint solution for their mission
- Maintain an accurate, robust renewal pipeline in Salesforce, and complete forecasting reviews with your manager
- Leverage tools like SalesLoft, Bloomberg, GovWin, and ZoomInfo to execute your territory plan
- Keep a pulse on industry trends and feed competitive analysis back into how we go to market
- Complete onboarding and build a working understanding of Flashpoint's products, public sector value proposition, and competitive landscape
- Get oriented to your assigned market, key accounts, and the public sector teams you'll support
- Begin tracking active renewal solicitations and identifying early renewal opportunities in your area
- Run renewal outreach and calls independently, with a developing renewal opportunities
- Build territory and account plans alongside your public sector
- Establish working relationships with channel partners and internal resources that feed your deals
- Own a self-sourced and supported pipeline with opportunities progressing through stages
- Deliver accurate forecasts and consistently hit activity targets
- Move deals forward with proposals, quotes, and BVAs tailored to government buying requirements
- Contribute competitive insight that sharpens the team's broader public sector strategy
Skills
- Demonstrated success generating pipeline and closing business in public sector sales
- A clear, working command of government procurement — contract vehicles, solicitation tracking, and navigating opportunities to award
- Fluency with Salesforce or similar systems
- The ability to translate information security and risk intelligence concepts into outcomes a government buyer cares about
- A self-starter's work ethic and the adaptability to thrive in a fast-changing environment
- The ability to communicate effectively across all organizational levels and work well within a distributed team
- Manage existing pipeline and business in public sector or have been on the buy side of the acquisition process, ideally selling cybersecurity or intelligence technology into Federal and State & Local governments
- Understand the government procurement process including contract vehicles, solicitation tracking, and how to navigate an opportunity from first touch to award
- Run full-cycle, solution-oriented sales motions, preferably with SaaS security or data security products
- Build long-term relationships with government stakeholders by leading with a hands-on, customer-centric approach rather than a pitch
- Track solicitations and build response strategy using tools like GovWin, Bloomberg, and agency websites
- Are effective on a geographically distributed team and held your own across functions
Benefits
- Commission
- Diversity. Flashpoint is committed to fostering, cultivating and preserving a culture of diversity, inclusion, belonging, and equity.
- Company-funded virtual events: book clubs, happy hours, committees, DIBE discussion group, Donut mixers, local team member meetups and much more.
- Gym reimbursements
- Expensed lunches
- Cool cultural initiatives and inclusive employee events
- Regular one-on-ones with your manager
- A regular schedule of performance reviews
- Learning and development opportunities
- Guidance through formalized career paths
Company Overview