Job Description

The Regional Sales Manager, Federal Sales (Federal Account Executive) is responsible for identifying, building, and driving new business, while managing all sales activities for an assigned set of Federal Civilian agencies. These agencies are rich with opportunity in 2025 and require a high level of activity with clients and partners, as well as to be  strategic and organized, while leading the strategy within the extended team.

• Territory may include a combination of large Federal Civilian Agencies; Large Cabinet Departments (e.g. Department of Homeland Security (DHS), Veterans Affairs (VA), Commerce, Transportation, Treasury) with emphasis on Agency/Bureau/Office–level selling (i.e. CBP, ICE, TSA; VHA; IRS; Census; FAA; DOE Labs) and other Medium-size Federal Civilian Agencies.

• Implement a sales strategy for your territory to focus on Target Accounts that support the new administration’s priorities, so the company meets revenue objectives through new business development, closing deals, and building pipeline.

• Effectively build out large accounts and develop relationships with the appropriate GS-14, GS-15 and SES level decision makers, while empowering stakeholders and mobilizers for internal advocacy, and guiding clients on complex Federal procurement strategies.

• Use value and consultative selling to identify customer needs, and develop a value-added proposition in addition to generating complex proposal and pricing development.

• Coach customer stakeholders and build consensus for the HireVue solution within the organization, qualify the steps to close, and drive transactions to close for quarterly targets.

• Collaboratively and independently develop and implement strategies for solving deal-level challenges.

• Lead strategy for extended team (Customer Success Director, Solutions Architect) as well as key partners in the Federal System Integrator (FSI) community within your accounts, and Independent Software Vendors (ISVs like Oracle, SAP, and Workday).

• Leverage internal teams such as product management, marketing, and engineering resources to solve prospect needs and issues in the spirit of true team selling.

• Demonstrate full sales cycle skills from research and discovery to software demonstrations to negotiation and pricing.

• Leverage HireVue’s sales methodology (MEDDPICC) and forecast practices to consistently forecast accurately, and maintain opportunities updated in SFDC

Qualifications

• 5+ years of experience selling SaaS products to US Federal Government

• Experience in the Assessments, Human Resources (HR), Human Capital Management (HCM), Applicant Tracking Systems (ATS), or Talent Management industry preferred.

• Proven "hunter” track record of consistently over-performing quota and winning new logos..

• Strong understanding of customer and market dynamics.

• Strong executive level communication skills