Federal Account Executive

Summary

Schellman is a provider of cybersecurity, compliance, attestation, and audit services. The Federal Account Executive will drive growth by managing strategic enterprise and mid-market accounts, closing new business, and converting prospects into long-term customers. The role owns the sales cycle, develops territory and account strategies, generates pipeline, collaborates cross-functionally, and supports client onboarding.

Responsibilities

• Own a quota carrying role with full responsibility for the end-to-end sales cycle for net new clients
• Develop a disciplined, analytical approach to account segmentation and prioritization, aligning your strategy with market trends and client needs
• Creatively build awareness of Schellman’s unique value proposition through targeted outreach, marketing collaboration, and strategic networking
• Leverage success stories, market intelligence, and Schellman’s differentiated Compliance, Attestation, and Audit services to drive meaningful engagement
• Partner with Marketing, Subject Matter Experts, and the Partner Ecosystem to position Schellman as the trusted leader in compliance and cybersecurity
• Maintain accurate pipeline hygiene and reporting in CRM to drive forecast accuracy, pipeline health, and deal velocity
• Ensure a smooth transition from sales to service delivery by working closely with Client Success and relevant teams

Skills

• Proven New Logo Sales Expertise – Track record of success in a quota-carrying role, consistently exceeding revenue targets in Cybersecurity or Governance, Risk & Compliance (GRC) Professional Services, or SaaS solutions
• Industry Knowledge – Familiarity with compliance attestation and audit frameworks such as FEDRAMP, SOC, ISO, PCI, and HITRUST
• C-Level Engagement – Experience selling to executives and leaders in Information Security, GRC, Finance, and Sustainability
• Results-Oriented mentality- A data-driven approach to sales, focusing on pipeline growth, velocity, and conversion rates
• Entrepreneurial Mindset – Self-starter with a passion for building new business, executing a team-selling approach, and delivering exceptional client experiences
• Technology & Process Orientation – Strong proficiency with CRM tools (HubSpot preferred) and sales enablement technologies
• Travel Readiness – Willingness to travel as needed to engage prospects and support business growth
• Bachelor's degree in business, technology, or a related field
• 3+ years of quota-carrying experience, ideally within a high-growth or start-up/scale-up environment

Qualifications

Must Haves

• Proven New Logo Sales Expertise – Track record of success in a quota-carrying role, consistently exceeding revenue targets in Cybersecurity or Governance, Risk & Compliance (GRC) Professional Services, or SaaS solutions
• Industry Knowledge – Familiarity with compliance attestation and audit frameworks such as FEDRAMP, SOC, ISO, PCI, and HITRUST
• C-Level Engagement – Experience selling to executives and leaders in Information Security, GRC, Finance, and Sustainability
• Results-Oriented mentality- A data-driven approach to sales, focusing on pipeline growth, velocity, and conversion rates
• Entrepreneurial Mindset – Self-starter with a passion for building new business, executing a team-selling approach, and delivering exceptional client experiences
• Technology & Process Orientation – Strong proficiency with CRM tools (HubSpot preferred) and sales enablement technologies
• Travel Readiness – Willingness to travel as needed to engage prospects and support business growth
• Bachelor's degree in business, technology, or a related field
• 3+ years of quota-carrying experience, ideally within a high-growth or start-up/scale-up environment

Benefits

• Flexible and balanced environment
• Opportunity to work remotely, unless otherwise stated in the job requirements