Account Development Representative – Federal Government

Workiva

Federal Account Development Representative engaging Federal Government agencies to generate pipeline and bookings. Collaborating with Federal Account Executives and utilizing various strategies for sales development.

Posted 7/8/2026full-timeRemote • District of Columbia • 🇺🇸 United StatesMid-LevelSenior💰 $85,000 - $127,000 per yearWebsite

About the role

Key responsibilities & impact

Provide extensive research and intelligence within target Federal agencies and sub-agencies to identify key decision-makers and critical program information through people mapping exercises.
Prospect into target Federal accounts via strategic networking, email, campaigns, social outreach, and local events, tailored to public sector personas.
Qualify leads/contacts based upon specifically defined criteria to transition meaningful sales leads into the pipeline through detailed outbound hunting efforts.
Learn and demonstrate a fundamental understanding of the Workiva platform and clearly articulate its capabilities, security postures ( FedRAMP ), and advantages to government decision-makers and influencers
Understand federal personas across multiple business disciplines, including the offices of: Financial Transformation, Chief Financial Officer (CFO), Chief Information Officer (CIO/IT), Sustainability/ESG Reporting, and Program Management
Drive attendance and attend various public sector events (federal webinars, roadshows, Amplify, defense/civilian conferences), and provide post-event follow-up
Develop and maintain a current understanding of Workiva’s latest product offerings, competitive market knowledge, and federal compliance standards
Meet or exceed quarterly goals for number of opportunity targets, revenue, and weekly/monthly performance activity indicators
Contribute to critical functions associated with fulfilling the sales cycle (forecasting, reporting, CRM maintenance, correspondence, and communications)

Requirements

What you’ll need

Associate’s degree in a related field
Minimum of 5 years of related experience in Sales Development, with a focus on the Public Sector/Federal market
Proven experience in a SaaS Sales environment, specifically selling FedRAMP-authorized solutions into Federal Civilian and/or DoD agencies.
Familiarity with Federal procurement processes, timelines, and common contract vehicles (e.g., GSA Schedules, SEWP, CHESS).
Salesforce CRM, Gong, ZoomInfo, GovWin (or similar gov-intelligence tools), and LinkedIn Sales Navigator experience are strongly preferred.
Excellent verbal, written, and interpersonal communication skills with a professional demeanor suitable for interacting with government officials and GS-level leaders.
Self-motivated with a strong propensity for action, results, and navigating the complexities of government bureaucracies.
Exceptional organizational skills with the ability to multitask and manage multiple processes, programs, and procedures simultaneously while working under pressure to meet strict federal deadlines.
Proven track record of creating revenue-generating opportunities and quota attainment in a B2G or B2B environment.

Benefits

Comp & perks

On Target Earnings (OTE) range in the US: 85,000.00 - 127,000.00 USD Annual
Eligible for commission based on sales performance
Restricted Stock Units granted at time of hire
401(k) match and comprehensive employee benefits package

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

Lead QualificationSales DevelopmentRevenue GenerationFederal Procurement ProcessesSales ForecastingCRM MaintenancePublic Sector SalesB2G SalesB2B SalesProgram Management

Soft Skills

Excellent Communication SkillsSelf-MotivatedOrganizational SkillsInterpersonal SkillsMultitasking Ability

Certifications

Associate’s Degree