Government is one of RecordPoint's strongest and most strategic segments, where Data Governance , records management, data sovereignty, privacy, and compliance are core mandates rather than nice-to-haves. This role owns new-business growth across federal agencies, departments, and the system integrators that serve them, running full sales cycles inside the realities of public sector procurement.
You will act as a trusted advisor helping federal clients modernise how they manage and protect information, combining consultative selling with genuine government-market expertise. You will work closely with Solutions Engineering, Marketing, Customer Success and Account Managers to identify, shape, and win agency deals.
This is an outcomes role measured on booked revenue and pipeline health, not activity. It suits a credible public sector seller who knows how government buys, can engage senior decision-makers, and has the patience and rigour that federal cycles demand.
RecordPoint is committed to building a diverse and inclusive team. We encourage applications from candidates of all backgrounds, including those from underrepresented groups in the technology industry.
What you'll be accountable for
Manage inbound federal opportunities and run targeted outbound across agencies, departments, and system integrators.
Research accounts, identify key decision-makers, and develop tailored engagement strategies.
Work within the constraints of public sector procurement to reach and engage stakeholders.
Act as a trusted advisor, uncovering agency challenges and positioning solutions clearly.
Partner with Solutions Engineering to build compelling value propositions and qualified opportunities.
Navigate government procurement and approvals to close and meet revenue targets.
Collaborate with Marketing on account-based campaigns and events relevant to government.
Support the sales team with presentation materials, playbooks, and enablement.
Experiment with compliant ways to reach and engage federal stakeholders.
Use Salesforce to manage leads, track activity, and build pipeline reporting.
Maintain forecast accuracy leadership can rely on, accounting for long government cycles.
Territory and account strategy within the assigned federal patch.
Deal strategy and progression through the sales cycle.
Accuracy of own pipeline and forecast in Salesforce.
Final pricing and contract terms (shared with Sales leadership and deal desk).
Solution design and technical response (shared with Solutions Engineering).
Sector campaign and demand strategy (shared with Marketing).
1 / Federal Territory & Pipeline Ownership
Own the federal patch and build the pipeline to cover it.
2 / Consultative Selling & Close
Run full cycles to closed-won with senior government buyers.
3 / Marketing & Enablement Partnership
Extend reach across the federal sector.
4 / Forecasting & CRM Discipline
Keep the book clean and predictable.
5 / Decision Rights & Cross-Functional Interfaces
This role owns:
This role influences but does not solely own:
What are we looking for?
5+ years in a SaaS sales role, ideally selling into or working with federal government agencies.
Proven success engaging executive and senior decision-makers in government or highly regulated environments.
Strong understanding of federal procurement processes, frameworks, and compliance requirements.
Natural curiosity and strong discovery skills to uncover challenges and position solutions.
Professional written and verbal communication with strong attention to detail.
Comfort with Salesforce and digital tools for outreach, data, and reporting.
Eligibility to pass a police background check, as required for employment at RecordPoint.
An existing network across government agencies and system integrators.
Eligibility for, or holding of, relevant government security clearance.
Experience selling records management, data governance, privacy, or compliance software.
Bachelor's degree in Business, Technology, or a related field.
Essential
Highly Regarded
- Fast-growth Australian-owned company
- Flexible work environment and a strong focus on work-life harmony
- Innovation is our way of life
- Personal Development budget for all staff
- A brilliant graduate program that provides both mentoring and growth opportunities for all
- Work on a product that makes a real social-good impact on the world
- Global opportunities!
RecordPoint Sydney, New South Wales, AUS Office
Suite 1, Level 4, 151 Castlereagh Street, Sydney, New South Wales, Australia, 2000
