Global Public Sector Account Executive, Defense Industrial Base

This is a fully remote position, open to applicants in Washington.

📋 Description

• Manage and expand a portfolio of DIB accounts that include prime contractors, subcontractors, and defense suppliers.

• Create and implement an annual territory plan to consistently achieve and surpass sales targets.

• Establish and nurture relationships with CISOs, CIOs, program managers, compliance officers, and general counsels within DIB organizations.

• Lead and enhance collaborations with CMMC-focused Managed Service Providers (MSPs), C3PAOs, system integrators, and resellers.

• Utilize consultative sales techniques to assist DIB customers in understanding and addressing their CUI protection, secure collaboration, and CMMC compliance needs.

• Drive the development of proposals, pricing strategies, and competitive positioning for DIB opportunities.

• Craft compelling responses to commercial RFPs and RFQs from DIB prime contractors and their supply chains.

• Support product demonstrations and technical discussions centered on CUI protection and CMMC compliance.

⛳️ Requirements

• Active security clearance is required (TS/SCI preferred).

• Willingness to travel (less than 50%).

• Over 10 years of experience in enterprise software or cybersecurity sales; substantial DIB experience is necessary.

• In-depth knowledge of the DIB ecosystem, including prime contractors and Tier 1/2/3 subcontractors.

• Strong comprehension of CMMC 2.0 requirements, standards for CUI handling, and DFARS clause 252.204-7012.

• Familiarity with NIST SP 800-171 and its connection to CMMC Level 2 and Level 3 compliance.

• Established network of contacts with CISOs, compliance officers, and program managers throughout the DIB.

• Strong technical knowledge in cybersecurity, data protection, and IT solutions.

• Understanding of ICAM/IdAM frameworks, including PKI, RBAC, and ABAC.

• Knowledge of how sensitive DoD data is transmitted between government and industry, along with the related security and legal responsibilities.

• Ability to communicate effectively with both technical and compliance/legal stakeholders within DIB organizations.

• Must be a proactive deal maker and strong closer with a proven record of success.

• Well-structured and organized; capable of prioritizing and accurately forecasting.

• Excellent skills in maintaining a healthy sales pipeline.

🏝️ Benefits

• Flexible PTO policy — we strongly encourage you to take time off (in addition to 14 holidays) to ensure that you are getting the proper time needed to unplug and recharge.

• A $1,500 annual Learning & Development Stipend focused on providing you the resources to continually learn and professionally grow.

• Frequent company-sponsored team celebrations that provide ample opportunities to connect with teammates and be social!

• Access to an Employee Assistance Program.

• Access to Headspace, a mental health app tailored to your specific needs.

• A flat 3% contribution to your retirement account.

• A high degree of flexibility — Have an appointment, errand, or family emergency to take care of? Hop to it! We give you the time and space to take care of you and your own first.

• Competitive compensation.

• Generous parental, medical, and bereavement policies.

• Uncapped commissions for Sales roles.

• 401K contribution and stock options.

• Full medical, dental, and vision benefits.

• New Hire Swag and IT Welcome boxes.

• Structured semi-annual 360° performance reviews.