Account Director, Federal

Company DescriptionHyperscience is a market leader in hyperautomation and a provider of enterprise AI infrastructure software. The Hyperscience Hypercell platform unlocks the value of an organization’s back office data through the automation of end-to-end processes, and transforms complex documents into LLM and RAG-ready data to power enterprise GenAI experiences. This enables organizations to transform manual, siloed processes into a strategic advantage, resulting in a faster path to decisions, actions, and revenue; positive and engaging customer, public, and patient experiences; and dramatic increases in productivity.

Leading organizations across the globe rely on Hyperscience to drive their hyperautomation initiatives, including American Express, Charles Schwab, Fidelity, HM Revenue and Customs, Mars, Stryker, The United States Social Security Administration, and The United States Veterans Affairs. The company is funded by top tier investors including Bessemer Venture Partners, Battery, FirstMark, Stripes, and Tiger Global.

The Account Directors at Hyperscience lead our most valued customers to digital transformation, partnering with each customer to identify and deliver advanced automation solutions that result in focused business outcomes for both customers and Hyperscience.

In the Account Director role, you will produce new and recurring sales revenue, driving growth through strategic and complex account planning. This role provides the opportunity to leverage your extensive customer and sales experience to execute against a strategic account and growth plan, using business development strategies within a defined set of Federal government accounts.

Responsibilities:

• Execute an account-based sales strategy in targeted accounts, focusing on growth and retention; drives accountability to deliver on account plans among the extended customer teams internally.
• Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.
• Provide detailed and accurate sales forecasting
• Demonstrates a strong understanding of the customers' needs and strategy, serving as a trusted advisor demonstrating how Hyperscience can impact their objectives.
• Understand each customer’s technology footprint and strategy, business drivers and landscape, and strategic growth plans.
• Builds and maintains relationships with executives and business and technical decision makers at high levels of the customer's organization to establish alignment on mutual goals and trust in future interactions.
• Negotiate and manage end-to-end, complex sales-cycles, often presenting to high level executives. Identify the right specialist/support resources to bring into account negotiations and presentations.
• Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed.
• Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support.
• Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
• Develops plans to offer solutions that satisfy customers' goals and align the right solution for customer needs.

Requirements:

• 10+ years of sales experience within software 5+ years in selling to US Federal Government organizations and related experience with government procurement and contracting.
• Proven ability to independently manage, develop, and close new client relationships.
• Experience establishing trusted relationships with current and prospective clients and other teams.
• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships.
• Experience quarterbacking account teams within a matrix sales team environment, promoting a "win as a team" approach.
• Demonstrated ability to use value based consultative selling.
• Experience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action steps.
• Objection handling & negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions.
• Experience working with, and contracting with, large System Integrators