What are the responsibilities and job description for the Account Executive position at Pivotal Partners?
Pivotal Partners is exclusively partnered to scale a FedRAMP authorization and market acceleration platform, designed to fast-track market access for highly regulated U.S. sectors—especially the federal government. With a FedRAMP and StateRAMP-certified platform-as-a-service, they deliver compliance 5x faster than traditional methods—at a fraction of the cost. Seamless, secure, and scalable—this is the future of government cloud.
After increasing revenue 5x in FY24 with no outbound GTM function, they are now hiring their founding Account Executive to capitalise on a ton of inbound traction.
Role: Founding Account Executive
Location: Washington DC
Responsibilities:
- Proactively identify and engage prospective customers to build a robust pipeline that exceeds quota and drives sustained revenue growth.
- Adhere to all key steps and milestones of the sales methodology to ensure a structured and effective approach to closing deals.
- Regularly collaborate with leadership to review active deals using the MEDDICC framework, ensuring alignment, strategic direction, and deal progression.
- Gather and communicate insights from the field, including customer feedback, competitor positioning, and industry trends, to refine the go-to-market strategy.
- Travel frequently to client sites, industry conferences, and relevant networking events to foster relationships, understand customer needs, and drive business opportunities.
- Foster strong relationships with key stakeholders within enterprise client organizations, including C-level executives, business leaders, and technical decision-makers.
- Conduct consultative sales meetings, product demonstrations, and presentations to articulate the value proposition our solutions and drive customer engagement.
Qualifications:
- 5 years of enterprise SaaS sales experience in the cybersecurity, DevSecOps or cloud automation space with a strong track record of achievement.
- Proven ability to exceed sales quotas consistently quarter over quarter.
- Experience with value-selling sales methodologies, particularly Force Management and MEDDICC (or derivatives).
- Massive curiosity and willingness to learn.
- Self-accountability and ability to engage as an entrepreneur while thriving on regular feedback and coaching.
- Enough technical self-sufficiency to have credible conversations and pitches without the product and engineering teams’ involvement.
- Excellent program management and organizational skills.
- Thrive in a fast-paced environment, adept at handling multiple tasks and shifting priorities effectively.
- Proven ability to manage multiple projects and deadlines concurrently.
