Enterprise Account Development Representative, Federal
Lookout, Inc. is a globally recognized cybersecurity leader delivering advanced protection against human-centric attacks. The Account Development Representative will focus on driving growth through outbound prospecting and inbound lead qualification within Federal and Public Sector customers, playing a key role in expanding the enterprise pipeline of qualified opportunities. Responsibilities Work with Federal and Public Sector Account Executives (AEs) to build and execute account plans in a targeted Account Based Marketing (ABM) approach Conduct outbound prospecting into Federal, civilian, defense, and public sector accounts using phone, email, LinkedIn, and other channels Qualify inbound leads to identify potential business opportunities Gain a comprehensive understanding of our value proposition and technology solutions to effectively position them to Federal and public sector prospects Stay informed about market conditions, government cybersecurity initiatives, competitors' products, and pricing to enhance industry knowledge Understand the competitive landscape and effectively communicate the value of our solutions and services compared to relevant competitors Work alongside management, marketing, and sales to identify target Federal and public sector customer profiles and execute strategic prospecting plans Collaborate closely with AEs to develop strategic sales approaches and contribute to account mapping and territory planning Partner with sales to achieve goals against a specified Federal or public sector territory and quota, understanding the activity drivers necessary for building a healthy pipeline Maintain accurate and complete account data in Salesforce.com including build out of account buying groups, agency stakeholders, and technology investments Execute sales plays using the latest technology stack including 6Sense, Salesforce.com, Salesloft, TechTarget Priority Engine, LinkedIn Sales Navigator, etc Assist Account Executives in driving a sufficient pipeline to close deals Assist Account Executives in achieving quota attainment through disciplined sales activity and account coverage Skills Bachelor's degree or equivalent experience Excellent communication and interpersonal skills, with the ability to build relationships and influence stakeholders Strong analytical skills and the ability to understand market dynamics Proficiency in Salesforce CRM and other sales enablement tools is a plus Self-motivated, goal-oriented, and able to thrive in a fast-paced, metric-driven environment Interest in or exposure to Federal, government, or public sector sales environments is a plus Benefits Competitive salary and commission structure. Opportunities for professional growth and advancement. A collaborative and innovative work environment. Flexible work arrangements to promote work-life balance. Company Overview Lookout, Inc. is the endpoint to cloud security company purpose-built for the intersection of enterprise and personal data. It was founded in 2007, and is headquartered in San Francisco, California, USA, with a workforce of 201-500 employees. Its website is Company H1B Sponsorship Lookout has a track record of offering H1B sponsorships, with 5 in 2025, 9 in 2024, 9 in 2023, 21 in 2022, 15 in 2021, 18 in 2020. Please note that this does not guarantee sponsorship for this specific role.