• Own a defined federal customer or market lane and develop a credible pipeline of qualified opportunities. • Build and sustain direct customer engagement with program, mission, technical, and acquisition stakeholders. • Identify customer priorities, mission needs, acquisition timelines, competitive factors, and potential areas of opportunity. • Lead opportunity qualification and pursuit development from early signal through proposal submission and award. • Develop capture strategies, customer engagement plans, competitive assessments, value propositions, win themes, teaming approaches, and pursuit briefings. • Coordinate with technical, operational, pricing, recruiting, and proposal stakeholders to ensure pursuit strategies are credible, executable, and aligned with customer requirements. • Support development of RFIs, white papers, oral presentation materials, proposal inputs, and other customer-facing artifacts. • Work with proposal operations to ensure proposal content reflects customer understanding, compliance discipline, and an executable solution approach. • Identify and develop teaming relationships that improve customer access, capability alignment, past performance coverage, or execution strength. • Provide clear updates to Growth leadership on pipeline status, customer engagement, pursuit progress, risks, and recommended next actions. • Recommend advancing, pausing, reshaping, or stopping pursuits based on evidence, customer access, competitive position, and execution feasibility.

• Identify, engage, and close net-new municipal clients across assigned territories • Develop trusted relationships with key stakeholders across local government agencies • Partner with sales leadership and marketing to execute targeted account plans and pipeline strategies • Diagnose client challenges and position BS&A solutions to transform municipal operations • Conduct deep research to understand organizational priorities, funding dynamics, and decision structures • Accurately manage opportunities and forecasting within Salesforce • Utilize a multi-threaded approach (email, phone, video, social) to drive engagement and progression • Participate in industry events, trade shows, and presentations • Consistently meet and exceed quarterly and annual revenue targets

• Drive New Business Growth: Identify, engage, and close net-new municipal clients across assigned territories • Build Strategic Relationships: Develop trusted relationships with key stakeholders across local government agencies • Own Territory Strategy: Partner with sales leadership and marketing to execute targeted account plans and pipeline strategies • Lead Consultative Sales Cycles: Diagnose client challenges and position BS&A solutions to transform municipal operations • Leverage Insight-Driven Selling: Conduct deep research to understand organizational priorities, funding dynamics, and decision structures • Maintain Pipeline Discipline: Accurately manage opportunities and forecasting within Salesforce • Engage Across Channels: Utilize a multi-threaded approach (email, phone, video, social) to drive engagement and progression • Represent BS&A in Market: Participate in industry events, trade shows, and presentations • Deliver Results: Consistently meet and exceed quarterly and annual revenue targets • Travel: Up to 20% for client meetings and industry events

Role Description - Own Your Pipeline - Build and run your own outbound motion from scratch, targeting high-potential prospects across company sizes. - Get creative with your approach; this isn't a spray and pray environment. We want sellers who do their homework and show up with something worth saying. - Qualify fast, uncover real pain, and move deals forward with discipline. - Close Deals That Matter - Run tailored demos and deliver presentations that speak to what each customer actually cares about. - Navigate 30-90 day sales cycles and $25K-$75K ACV deals with multiple stakeholders involved. - Negotiate and close with confidence. - Show Up as an Advisor, Not Just a Rep - Build real relationships, from ICs to the C-suite, by understanding the business behind the buying decision. - Go beyond the pitch and help customers connect their goals to what CodeSignal makes possible. - Be someone your prospects actually want to hear from. - Collaborate and Contribute - Partner with Marketing on campaigns and bring back what you're hearing in the field. - Hand off wins cleanly to Customer Success so customers get a great experience from day one. Qualifications - 3+ years in a full-cycle, Commercial hunting role with a track record of hitting and exceeding quota. - Proven success managing 30-90 day sales cycles and $25K-$75K ACV deals. - Someone who can flex across deal sizes and buyer types without missing a beat. - A strategic thinker who listens first and sells second. - Strong communicator who builds trust fast, whether you're talking to an engineer or a CFO. - Comfortable with ambiguity and energized by figuring things out. - Genuinely excited about AI and what it means for the future of work. Nice to Have - Experience selling to HR, Talent Acquisition, or Engineering teams.