About this role
We are a leading provider of media intelligence, narrative analytics, and strategic communications solutions supporting organizations across the public and private sectors. Our services brings together earned, owned, and social media insights to help organizations understand the information environment, shape narratives, and make informed decisions in real time.
Within the public sector, we partner with government agencies and public institutions to support mission-critical use cases—including media monitoring, crisis communications, stakeholder engagement, and performance measurement. Our solutions are designed to operate in complex, high-stakes environments where clarity, speed, and accuracy matter.
We take a platform + partnership approach, combining technology with expert support to deliver outcomes. By integrating data, analytics, and advisory services, we help our clients move from reactive monitoring to proactive, intelligence-driven communications strategies.
Our team operates at the intersection of technology, media, and public sector mission—working closely with clients and partners to solve complex challenges and drive measurable impact.
The Account Director is responsible for driving new business growth and shaping pipeline across government accounts, with a focus on identifying, qualifying, and closing strategic opportunities across agencies and public sector organizations.
This role is expected to build and maintain 3–5x pipeline coverage and consistently exceed annual new business targets.
This role operates as a hunter with a capture mindset—developing early-stage opportunities, aligning solutions to mission requirements, and positioning the organization for success across RFIs, RFQs, RFPs, and partner-led opportunities. The Account Director partners cross-functionally (Solutions Engineering, Insights, Product, Legal, Leadership, and external partners) to deliver differentiated, mission-aligned solutions.
While the primary focus is new logo acquisition and expansion within target accounts, the role also maintains a select portfolio of existing customers, ensuring continuity, renewal, and targeted growth within those relationships.
- Own pipeline creation and revenue growth across a defined set of government accounts
- Identify, qualify, and shape net new opportunities through proactive outreach, market intelligence, and partner engagement (e.g., resellers, integrators, contract vehicles)
- Execute a capture-oriented sales approach—influencing requirements early, aligning to mission priorities, and positioning ahead of formal procurement
- Lead full sales lifecycle execution including discovery, stakeholder mapping, solution alignment, pricing strategy, negotiation, and close
- Build and maintain relationships with key decision-makers and influencers across Communications, Public Affairs, Digital, Procurement, and Executive Leadership
- Position and sell across the full portfolio of solutions, aligning capabilities to use cases such as media monitoring, narrative intelligence, crisis communications, and audience engagement
- Develop and manage a robust, qualified pipeline with clear progression across stages and accurate forecasting
- Partner with internal teams to deliver compelling proposals, technical solutions, and responses to RFIs/RFPs
- Leverage and expand partner ecosystem relationships (e.g., Carahsoft, Four Inc., SHI, and other contract vehicle partners) to accelerate deal velocity and access
- Maintain awareness of government procurement processes, including federal (FAR/DFARS) and state/local purchasing frameworks
- Support renewal and expansion efforts within assigned existing accounts, ensuring retention and identifying upsell opportunities
- Maintain disciplined execution across pipeline hygiene, forecasting, account planning, and sales activity metrics
- Bachelor’s Degree required
- 5–7+ years of quota-carrying sales experience, with a strong emphasis on public sector business development and net new growth
- Demonstrated success in building pipeline, shaping opportunities, and closing deals within government environments
- Familiarity with government procurement processes, contract vehicles, and partner ecosystems (or the ability to quickly ramp)
- Proven ability to sell into complex, multi-stakeholder organizations and navigate long, competitive sales cycles
- Strong proficiency with sales tools (e.g., Salesforce, Office 365, sales engagement platforms)
- Excellent communication, presentation, and negotiation skills—especially in mission-driven and technical sales conversations
- Strategic mindset with the ability to align solutions to agency priorities and operational outcomes
- Understanding of Earned, Owned, and Social media landscapes
- Willingness to travel to client locations 20% - 40% for in-person meetings and relationship development
For Individuals based in New York, Illinois, Colorado, Washington, and California, Cision is required to disclose a salary range for this role. This compensation range is specific to these states, however base pay may vary depending on a range of relevant factors. The OTE range for this role is $170K–$250K
Jobb.ai is an independent skill benchmarking platform. Applications are submitted on the employer's official website.