Account Executive I - FNSS Renewals

Flashpoint is the pioneering leader in threat data and intelligence. We empower commercial enterprises and government agencies to decisively confront complex security challenges, reduce risk, and improve operational resilience amid fast-evolving threats. Through the Flashpoint Ignite platform, we deliver unparalleled depth, breadth and speed of data from highly relevant sources, enriched by human insights. Our solutions span cyber threat intelligence, vulnerability intelligence, geopolitical risk, physical security, fraud and brand protection. The result: our customers safeguard critical assets, avoid financial loss, and protect lives. Discover more at flashpoint.io http://flashpoint.io Are you a public sector sales professional who knows how to navigate the federal procurement maze and actually enjoys the chase? Flashpoint is looking for an Renewal Account Executive to join our Public Sector team, working remotely from anywhere in the United States. If you enjoy collaboration and communication supporting renewals, solving complex government procurement processes into closed deals, and being the connective tissue across multiple teams, this role may be for you. You'll work alongside Customer Support Managers, Sales Directors and Managers to drive renewal business in a fast-paced, success-focused culture that still runs on an entrepreneurial spirit. The mission matters here: our intelligence helps government teams protect people and infrastructure, and you'll be a member of a team maintaining the relationship. We have a role for you if, you: - Manage existing pipeline and business in public sector or have been on the buy side of the acquisition process, ideally selling cybersecurity or intelligence technology into Federal and State & Local governments - Understand the government procurement process including contract vehicles, solicitation tracking, and how to navigate an opportunity from first touch to award - Run full-cycle, solution-oriented sales motions, preferably with SaaS security or data security products - Build long-term relationships with government stakeholders by leading with a hands-on, customer-centric approach rather than a pitch - Track solicitations and build response strategy using tools like GovWin, Bloomberg, and agency websites - Are effective on a geographically distributed team and held your own across functions What you will get to do on our team: - Support the Public Sector team on strategy, messaging, and outreach with key public sector accounts to drive activity, opportunities, and help drive new business - Own the full renewal process; run discovery calls, coordinate/execute demos, build quotes and proposals, and develop BVAs that move deals forward - Manage upsell and cross-sell motions across existing government accounts - Meet with customer and stakeholders to understand their requirements and craft the right Flashpoint solution for their mission - Maintain an accurate, robust renewal pipeline in Salesforce, and complete forecasting reviews with your manager - Leverage tools like SalesLoft, Bloomberg, GovWin, and ZoomInfo to execute your territory plan - Keep a pulse on industry trends and feed competitive analysis back into how we go to market What you will achieve: Within 30 days: - Complete onboarding and build a working understanding of Flashpoint's products, public sector value proposition, and competitive landscape - Get oriented to your assigned market, key accounts, and the public sector teams you'll support - Begin tracking active renewal solicitations and identifying early renewal opportunities in your area Within 60 days: - Run renewal outreach and calls independently, with a developing renewal opportunities - Build territory and account plans alongside your public sector - Establish working relationships with channel partners and internal resources that feed your deals By 90 days: - Own a self-sourced and supported pipeline with opportunities progressing through stages - Deliver accurate forecasts and consistently hit activity targets - Move deals forward with proposals, quotes, and BVAs tailored to government buying requirements - Contribute competitive insight that sharpens the team's broader public sector strategy To be successful in this role, you will need: - Demonstrated success generating pipeline and closing business in public sector sales - A clear, working command of government procurement — contract vehicles, solicitation tracking, and navigating opportunities to award - Fluency with Salesforce or similar systems - The ability to translate information security and risk intelligence concepts into outcomes a government buyer cares about - A self-starter's work ethic and the adaptability to thrive in a fast-changing environment - The ability to communicate effectively across all organizational levels and work well within a distributed team Base Pay Range: $80,000-$89,800/yr plus commission. 50/50 split Why Flashpoint is a Great Place to Work: - Diversity. Flashpoint is committed to fostering, cultivating and preserving a culture of diversity, inclusion, belonging, and equity. We recognize that diversity is key to achieving our vision. We believe that every person and their experiences contribute to building a work environment and products and services that will change the world.

• Culture and Belonging.

• Perks.

• Career Growth. Flashpoint is invested in the growth of our team members and understands that frequent, two-way feedback is critical to that growth.

• Highlight your experience closing renewal contracts in the federal sector by attaching a one‑page “Renewal Success Sheet” that lists at least three multi‑year government accounts you’ve retained, the contract values, and the procurement vehicles (e.g., GSA Schedule, IDIQ) you navigated; use this sheet as a visual portfolio during the interview.
• In your resume and LinkedIn, embed the exact Salesforce certifications or modules you’ve used for pipeline management (e.g., Salesforce Sales Cloud, CPQ, or Einstein Analytics); during the interview, be ready to walk through a live “opportunity” example in a sandbox, showing how you track renewal milestones, forecast revenue, and log compliance documentation for federal contracts.
• Research Flashpoint’s recent threat‑intel case studies (especially any involving government agencies) and prepare a 2‑minute “value‑add pitch” that ties your past renewal win to how Flashpoint’s Ignite platform could reduce a client’s risk exposure; this demonstrates product awareness and your ability to translate intelligence data into ROI for public‑sector buyers.
• Anticipate questions about the “federal procurement maze” by rehearsing concise answers that reference specific FAR clauses, procurement timelines, and the role of Contracting Officers; cite a real scenario where you shortened a renewal cycle by 15‑20% through proactive compliance reporting and early engagement with the CO.
• When discussing compensation, reference the average base + OTE for entry‑level Account Executives in cyber‑threat intelligence (≈ $70k + $80k‑$100k) and frame your ask around the value you’ll bring in renewals (e.g., “My last year’s renewal rate was 98% on $4M in contracts, so I’m targeting a total compensation package that reflects a 20% upside for exceeding quota”).