Account Executive, Public Sector (D.C. Metro Area)

About Black Kite

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers.

About the Role

Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated West Coast based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals.

We’re seeking a high-performing sales professional to drive growth within the U.S. public sector. This role focuses on building deep relationships with federal, state, and local government agencies, as well as education and other public institutions, helping them improve their cyber resilience and meet compliance requirements.

The ideal candidate thrives in complex, consultative sales environments, understands government procurement processes, and has a proven track record of exceeding quotas in enterprise SaaS sales, especially within security software.

Core Responsibilities

• Own the sales cycle from prospecting to close, targeting net-new and expansion opportunities in the public sector.
• Develop and execute territory plans aligned with strategic goals and revenue targets.
• Engage C-level, technical, and procurement stakeholders, positioning our solutions as the best fit for their security needs and compliance mandates.
• Navigate government procurement frameworks, contracts, and RFP processes to accelerate deal closure.
• Partner closely with Sales Engineers, Channel Account Managers/Partners, Customer Success, and Product teams to deliver compelling demonstrations, proposals, and proof-of-concept engagements.
• Maintain accurate forecasting, pipeline management, and CRM hygiene.
• Represent the company at key industry events, conferences, and government technology forums.

Qualifications

• 8 years in enterprise software sales, with at least 5 years focused on security or compliance solutions for the federal government.
• Deep understanding of public sector procurement cycles, FAR/DFARS, grant funding, and key agency structures.
• Consistent overachievement of multi-million-dollar quotas in SaaS.
• Exceptional consultative selling, negotiation, and account management skills.
• Ability to grasp complex cybersecurity concepts and translate them into business value for non-technical stakeholders.
• Works well with and has established relationships with channel partners.

The expected total compensation range for this role is $240,000-$300,000 (base pay commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The annual base salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.