Defense/Intel Business Development Executive

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Generate leads by qualifying inbound marketing leads or through outbound sales prospecting, while establishing relationships by nurturing warm prospects and uncovering new sales opportunities.

• Oversee and maintain a pipeline of interested prospects, engaging Defense/Intel Sales Executives for subsequent steps.

• Identify best practices to enhance SANS Institute’s lead generation strategy.

• Follow up on inbound marketing leads to pinpoint qualified opportunities, providing the right level of information at the appropriate time for interested prospects.

• Take charge of educating and developing prospects, leading to a seamless hand-off to the Defense/Intel sales team.

• Participate in consultative sales calls to understand customer needs and initiatives, recommending specific SANS courses, GIAC certifications, and DoD 8140/DCWF-aligned training pathways.

• Profile federal and defense accounts by identifying key individuals alongside Defense/Intel Sales Executives, researching business requirements, and presenting solutions to initiate the sales cycle.

• Schedule appointments for the Defense/Intel Sales Executives when a lead reaches a qualified stage.

• Cultivate new marketing leads by educating and developing prospects until they are prepared to engage with the Defense/Intel Sales Executives.

• Drive attendance for webinars and federal-focused events (AUSA, DoD training conferences, SANS events targeting military audiences); arrange meetings and manage logistics for event-based outreach.

• Collaborate with the DoD Sales and Marketing teams to develop strategic sales initiatives.

• Proactively identify new commands, units, or agencies within the Defense/Intel portfolio to foster company growth.

• Contact customers and prospects, working alongside the marketing & sales teams on targeted campaigns.

• Regularly conduct follow-up calls with customers after their training completion, aiming to generate new leads and identify upselling opportunities with the Defense/Intel Sales team.

• Ensure successful progression of the sales cycle by maintaining accurate activity and lead qualification records in Salesforce CRM.

• Document all customer communications, pipeline, tasks, leads, opportunities, and forecasts as required in Salesforce CRM.

• Utilize various sales tools for identifying and refining target prospects.

• Report weekly to the Director, Defense/Intel Sales regarding BDE leads.

• Perform other related duties as assigned.

⛳️ Requirements

• 3+ years of proven experience in B2B sales or business development, ideally within the cybersecurity, IT, or federal/defense sectors.

• Outstanding communication skills, both verbal and written, combined with excellent listening abilities and a positive, energetic phone demeanor.

• Highly self-motivated with a strong work ethic.

• High integrity and a strong commitment to contributing to a successful company.

• Capability to work independently as well as collaboratively in a fast-paced environment.

• Proficient computer skills, including expertise in Microsoft Office, Word, Excel, PPT, and CRM systems.

• Familiarity with the DoD organizational structure, military ranks, and federal procurement processes.

• Unrestricted authorization to work in the USA; visa sponsorship is not available.

🏝️ Benefits

• Competitive base salary, bonus opportunities, and a 401(k) plan with company matching.

• Comprehensive medical, dental, and vision plans; company-provided short-term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company-paid employee assistance program (EAP).

• Generous paid time off, including volunteer time.

• Access to professional development and SANS training opportunities.