Enterprise Account Development Representative, Federal

Lookout, Inc. is a globally recognized cybersecurity leader delivering advanced protection for the most vulnerable element of any enterprise security strategy — human error and manipulation. Cloud-native by design, the Lookout platform offers rapid, scalable deployment and simplified security operations, defending the frontline of human-centric attacks—the mobile device.

Attackers now target the human element more than ever, with mobile devices providing the most direct path to their victims. Using social engineering techniques that exploit basic human instincts like trust, curiosity, and urgency, they deceive users into revealing sensitive credentials, allowing them to slip past legacy security solutions.

Lookout Endpoint Detection and Response (EDR) continuously monitors mobile endpoints for signs of human-centric attacks, as well as traditional malware, software vulnerabilities, and other anomalous activity. It uses advanced threat detection techniques, including artificial intelligence (AI) and behavioral analysis, to identify threats before they escalate across the enterprise.

Learn more at www.lookout.com and follow us on the Lookout Blog, LinkedIn, and X.

Job Overview:

We are seeking a motivated and results-driven Account Development Representative to join our dynamic sales team, focused on Federal and Public Sector customers. This role is crucial for driving growth through outbound prospecting and inbound lead qualification within an assigned Federal or public sector territory, including civilian agencies, defense, and other government organizations. As a self-starter with a passion for building relationships and generating new business, you will play a key role in expanding our enterprise pipeline of qualified public sector opportunities.

Key Responsibilities:

Prospecting & Lead Generation:

• Work with Federal and Public Sector Account Executives (AEs) to build and execute account plans in a targeted Account Based Marketing (ABM) approach.
• Conduct outbound prospecting into Federal, civilian, defense, and public sector accounts using phone, email, LinkedIn, and other channels.
• Qualify inbound leads to identify potential business opportunities.

Market Knowledge & Competitive Analysis:

• Gain a comprehensive understanding of our value proposition and technology solutions to effectively position them to Federal and public sector prospects.
• Stay informed about market conditions, government cybersecurity initiatives, competitors' products, and pricing to enhance industry knowledge.
• Understand the competitive landscape and effectively communicate the value of our solutions and services compared to relevant competitors.

Collaboration & Strategy Execution:

• Work alongside management, marketing, and sales to identify target Federal and public sector customer profiles and execute strategic prospecting plans.
• Collaborate closely with AEs to develop strategic sales approaches and contribute to account mapping and territory planning.
• Partner with sales to achieve goals against a specified Federal or public sector territory and quota, understanding the activity drivers necessary for building a healthy pipeline.
• Maintain accurate and complete account data in Salesforce.com including build out of account buying groups, agency stakeholders, and technology investments.
• Execute sales plays using the latest technology stack including 6Sense, Salesforce.com, Salesloft, TechTarget Priority Engine, LinkedIn Sales Navigator, etc.

Sales Strategy & Performance Tracking:

• Assist Account Executives in driving a sufficient pipeline to close deals.
  Assist Account Executives in achieving quota attainment through disciplined sales activity and account coverage.

Qualifications:

• Bachelor's degree or equivalent experience.
• Excellent communication and interpersonal skills, with the ability to build relationships and influence stakeholders.
• Strong analytical skills and the ability to understand market dynamics.
• Proficiency in Salesforce CRM and other sales enablement tools is a plus.
• Self-motivated, goal-oriented, and able to thrive in a fast-paced, metric-driven environment.
• Interest in or exposure to Federal, government, or public sector sales environments is a plus.

What We Offer:

• Competitive salary and commission structure.
• Opportunities for professional growth and advancement.
• A collaborative and innovative work environment.
• Flexible work arrangements to promote work-life balance.
  

If you're ready to take your sales career to the next level and contribute to a forward-thinking team, we want to hear from you! Apply now to join us as an Account Development Representative.