Job description

Schellman is a Top 50 CPA firm and a leading provider of attestation and compliance services. Our professional services focus on security and privacy audits, assessments, and certifications. Schellman has become one of the largest cybersecurity assessment firms in the United States without providing any traditional accounting services. We are an accredited multi-framework ISO Certification Body for security, privacy, business continuity, and quality; a globally licensed PCI Qualified Security Assessor and a top provider to clients serving the federal DoD space as a leading FedRAMP 3PAO and the first assessment firm authorized as a CMMC C3PAO. Our specialty and expertise remain in providing best in class Cybersecurity and IT Audits and Attestations. Our culture, approach with clients, and dedication to our values has led us to consistently be a Great Places to Work certified company and rated as a Best Firms to Work For by Accounting Today and a Glassdoor Best Places to Work. We deeply appreciate our employees, as shown by our first core value – People Come First. This is demonstrated in our culture, benefits, and how we handle business. Come see what makes Schellman special! JOB SUMMARY The Federal Account Executive is a high-impact, individual contributor role responsible for driving Schellman’s growth. In this newly created position, you will strategically navigate a targeted portfolio of enterprise and mid-market accounts—closing initial deals and converting prospects into long-term customers. As the front line of our “Bring the Firm” go-to-market strategy, you will build trust-based, value-driven relationships that set the foundation for sustainable growth . Key Responsibilities Results-Driven Sales Execution - own a quota carrying role with full responsibility for the end-to-end sales cycle for net new clients. Strategic Territory & Account Planning – Develop a disciplined, analytical approach to account segmentation and prioritization, aligning your strategy with market trends and client needs. Pipeline Generation & Prospecting – Creatively build awareness of Schellman ’s unique value proposition through targeted outreach, marketing collaboration, and strategic networking. Client-Centric Selling – Leverage success stories, market intelligence, and Schellman ’s differentiated Compliance, Attestation, and Audit services to drive meaningful engagement. Cross-Functional Collaboration – Partner with Marketing, Subject Matter Experts, and the Partner Ecosystem to position Schellman as the trusted leader in compliance and cybersecurity. CRM & Forecasting – Maintain accurate pipeline hygiene and reporting in CRM to drive forecast accuracy, pipeline health, and deal velocity. Seamless Client Onboarding – Ensure a smooth transition from sales to service delivery by working closely with Client Success and relevant teams. What You Bring Proven New Logo Sales Expertise – Track record of success in a quota-carrying role, consistently exceeding revenue targets in Cybersecurity or Governance, Risk & Compliance (GRC) Professional Services, or SaaS solutions. Industry Knowledge – Familiarity with compliance attestation and audit frameworks such as FEDRAMP, SOC, ISO, PCI, and HITRUST. C-Level Engagement – Experience selling to executives and leaders in Information Security, GRC, Finance, and Sustainability. Results-Oriented mentality- A data-driven approach to sales, focusing on pipeline growth, velocity, and conversion rates . Entrepreneurial Mindset – Self-starter with a passion for building new business, executing a team-selling approach, and delivering exceptional client experiences. Technology & Process Orientation – Strong proficiency with CRM tools (HubSpot preferred) and sales enablement technologies. Travel Readiness – Willingness to travel as needed to engage prospects and support business growth. Education & Experience Bachelor’s degree in business, technology, or a related field. 3 years of quota-carrying experience, ideally within a high-growth or start-up/scale-up environment. Schellman is an equal opportunity employer (EOE) and strongly supports diversity in the workplace; therefore, providing equal employment opportunities to applicants and employees without regard to race, color, religion, age, sex, sexual orientation, gender identity/expression, national origin, protected veteran status, disability status, or any other legally protected basis, including arrest and conviction records, in accordance with applicable law. Schellman uses E-Verify in our hiring process. At Schellman, we strive to provide a flexible and balanced environment and therefore offer the opportunity to work remotely, unless otherwise stated in the job requirements. Connecting, collaborating and continuous education are also highly valued and therefore we require some travel annually for our Internal Service Delivery roles, which can include in-person training, team meet-ups, and strategy meetings. Service Delivery team members will also be required to travel based on business and client needs.

Requirements

Must-haves

Results-Driven Sales Execution - own a quota carrying role with full responsibility for the end-to-end sales cycle for net new clients.
Strategic Territory & Account Planning – Develop a disciplined, analytical approach to account segmentation and prioritization, aligning your strategy with market trends and client needs.
Pipeline Generation & Prospecting – Creatively build awareness of Schellman ’s unique value proposition through targeted outreach, marketing collaboration, and strategic networking.
Client-Centric Selling – Leverage success stories, market intelligence, and Schellman ’s differentiated Compliance, Attestation, and Audit services to drive meaningful engagement.
Cross-Functional Collaboration – Partner with Marketing, Subject Matter Experts, and the Partner Ecosystem to position Schellman as the trusted leader in compliance and cybersecurity.
CRM & Forecasting – Maintain accurate pipeline hygiene and reporting in CRM to drive forecast accuracy, pipeline health, and deal velocity.
Seamless Client Onboarding – Ensure a smooth transition from sales to service delivery by working closely with Client Success and relevant teams.
Proven New Logo Sales Expertise – Track record of success in a quota-carrying role, consistently exceeding revenue targets in Cybersecurity or Governance, Risk & Compliance (GRC) Professional Services, or SaaS solutions.
Industry Knowledge – Familiarity with compliance attestation and audit frameworks such as FEDRAMP, SOC, ISO, PCI, and HITRUST.
C-Level Engagement – Experience selling to executives and leaders in Information Security, GRC, Finance, and Sustainability.
Results-Oriented mentality- A data-driven approach to sales, focusing on pipeline growth, velocity, and conversion rates .
Entrepreneurial Mindset – Self-starter with a passion for building new business, executing a team-selling approach, and delivering exceptional client experiences.
Travel Readiness – Willingness to travel as needed to engage prospects and support business growth.
Education & Experience
Bachelor’s degree in business, technology, or a related field.
3 years of quota-carrying experience, ideally within a high-growth or start-up/scale-up environment.

Nice-to-haves

Technology & Process Orientation – Strong proficiency with CRM tools (HubSpot preferred) and sales enablement technologies.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: workday
Effort: long