Digital Account Executive, Public Sector

Company Overview

Brightfin delivers the most comprehensive solution built natively on ServiceNow for managing the full lifecycle of enterprise technology. Brightfin brings deep expertise in operational execution and data normalization, automating inventory, contracts, usage, billing, logistics, and compliance for some of the most complex environments in government and industry. The Brightfin and Proven Optics product lines add financial intelligence and governance, enabling organizations to model costs, manage budgets, forecast spend, and drive accountability across IT, finance, and the mission. Built entirely on ServiceNow, the combined platform unifies Technology Expense Management (TEM), IT Financial Management (ITFM), and asset centric operational data into a single system of record. Organizations gain visibility across mobile, telecom, fixed services, cloud, hardware, and software, while aligning financial planning, budgeting, and forecasting directly to operational reality.

Job Summary:

The Digital Account Executive, Public Sector is the entry point into enterprise selling at Brightfin. This person works the front half of the funnel for the Public Sector team, generating qualified pipeline across Federal civilian, Department of Defense, and State and Local government, and carrying smaller transactions to close independently. The role sells primarily by phone, email, and video conference, and partners closely with the Head of Public Sector, Solution Consulting, and our channel.

This is a development seat by design. The expectation is that a strong performer builds the account knowledge, qualification discipline, and government buying fluency to move into a full territory Account Executive role. This position reports to the Head of Public Sector.

Essential Functions, Duties, and Responsibilities

• Generate qualified pipeline across assigned agencies, commands, and state and local organizations through outbound calling, email, LinkedIn, and disciplined follow up on marketing and partner sourced leads.
• Own the full sales cycle for smaller new logo, upsell, and cross sell transactions up to an agreed deal threshold, and hand larger pursuits to the senior seller with a clean, documented discovery record.
• Learn the buyer. Federal budget cycles, appropriations and colors of money, working capital funds, and the chargeback and cost transparency problems that drive an ITFM or TEM purchase.
• Understand each organization's mission drivers, operating pressures, and pain points, and connect them to specific Brightfin and Proven Optics capabilities rather than leading with features.
• Map the ServiceNow, Carahsoft, and reseller relationships inside each account, and run coordinated outreach with ServiceNow field sellers where a co-sell motion exists.
• Qualify every opportunity using MEDDPICC and keep that qualification current in CRM, not only at stage change.
• Prepare and deliver first call presentations, coordinate demonstrations with Solution Consulting, and write follow up summaries a government stakeholder can forward internally without editing.
• Monitor procurement activity on SAM.gov, GovWin, state portals, and agency forecasts, and turn a solicitation, sources sought or recompete into a qualified conversation.
• Maintain CRM hygiene. Accurate stages, close dates, next steps, contact roles, and notes on every open opportunity.
• Forecast the current and following quarter accurately and raise risk early rather than at the end of the month.
• Support the Head of Public Sector on territory planning, account research, event follow up, and conference lead qualification.
• Share what is working. Call recordings, messaging that landed, and objections that stopped you cold are all team assets.

Performance Expectations

• Product, platform, and public sector fundamentals inside the first 60 days, with a first self-sourced meeting within 30 days.
• Daily and weekly outbound targets and a monthly new prospect meeting number set with the Head of Public Sector.
• An agreed multiple of quota in self-sourced qualified pipeline generated each quarter.
• Monthly, quarterly, and annual ACV objectives, plus renewal retention on assigned accounts.

Minimum Qualifications

• 2+ years of full sales cycle experience in software or solution sales, or 2+ years in an SDR or BDR role with documented pipeline results and readiness to close.
• Demonstrated track record generating new business through outbound calling, cold outreach, and lead follow up.
• Experience selling and presenting over the telephone and video conference.
• Due to federal contract requirements and the need to obtain/maintain a U.S. government security clearance or favorable background investigation for certain accounts, applicants must be U.S. citizens.

Required Knowledge, Skills, and Abilities

• Working understanding of a structured sales process and the ability to progress a cycle involving multiple stakeholders and a procurement office.
• Comfort with a value selling motion. You can restate a customer's business problem accurately before you talk about product.
• Excellent listening, verbal, and written communication. Written matters here, because government stakeholders forward email.
• Strong presentation skills using web conferencing tools.
• Proficiency with Microsoft Outlook, Microsoft Teams, CRM, a sales engagement platform such as SalesLoft or Outreach, LinkedIn Sales Navigator, and a contact data source such as ZoomInfo.
• Curious and entrepreneurial. This is a new seat on a small team, and there is no finished playbook to inherit.
• Strong ability to work independently while contributing to a team environment.
• Persistent and dependable, especially with attendance, deliverables, and deadlines.

Preferred Qualifications

• Prior experience selling into Federal civilian, Department of Defense, or State and Local government accounts.
• Familiarity with public sector contract vehicles such as GSA Schedule, NASA SEWP, SeaPort NxG, and CIO SP4.
• Exposure to ServiceNow, IT service management, IT asset management, ITFM, Technology Business Management, or telecom expense management.
• Experience collaborating with an active partner channel, particularly Carahsoft or another public sector distributor.

Location: Washington DC Metro Area. Candidates must be based within commuting distance for agency, partner, and ServiceNow meetings.

Travel: Occasional travel for training, team meetings, partner events, and industry conferences. Approx: 15%. 

Compensation & Benefits:

• brightfin offers a comprehensive health, dental and vision benefits package.
• Paid time off. We strongly believe in work-life balance and taking time for yourself.
• 401K with employer match
• Compensation Range: OTE: $110,000 - $130,000

Physical Requirements: Prolonged periods of sitting at a desk and working on a computer.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities, or physical requirements. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. brightfin is an equal opportunity employer. The company will consider all qualified applicants without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, disability, veteran or military status, age, genetic information or other characteristics protected by federal, state, or local applicable law. Candidates are subject to a background check. All employees must adhere to brightfin's Information Security and Privacy policies and procedures.