Strategic Account Director

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

📋 Description

• Take responsibility for the renewal, retention, and overall commercial well-being of all active DoW contracts, keeping track of contract expiration dates, funding cycles, and renewal schedules more than 12 months in advance.

• Manage contract changes, option-year exercises, and re-compete processes as if they were new agreements.

• Negotiate pricing, terms, and scope for renewals and expansions while safeguarding both the client relationship and Hypori's financial interests.

• Identify upsell and cross-sell opportunities within your assigned accounts, including new users, commands, and use cases.

• Analyze buying centers both above and below your current contacts to uncover unfunded or underfunded mobile security needs.

• Create business cases for expansion linked to mission priorities, budget cycles, and compliance requirements (CMMC, RMF/ATO, STIG).

• Act as Hypori's main commercial liaison for each assigned DoW account, managing the relationship from the program office to senior IT and acquisition leadership.

• Foster relationships throughout each account to ensure Hypori is not reliant on a single champion, remaining engaged with program managers, CORs, and contracting officers as requirements and budgets evolve.

• Collaborate closely with the technical account manager to align commercial strategies with service delivery, ensuring account health and expansion progress together.

• Keep precise account plans, renewal projections, and expansion pipelines updated in the CRM system.

• Provide leadership with an honest and realistic assessment of account health, renewal risks, and expansion opportunities each quarter.

⛳️ Requirements

• Former military officer at the O-5 level (Lieutenant Colonel, Commander, or equivalent) with substantial experience in IT, communications, cyber, or enterprise technology programs, or an experienced account manager who has directly overseen delivery, growth, or expansion for cybersecurity solutions within Army or Air Force accounts.

• Post-service experience with a defense prime or large systems integrator (Booz Allen Hamilton, General Dynamics, Lockheed Martin, Leidos, SAIC, Peraton, or similar), or experience in selling and account management of endpoint security solutions such as Microsoft Intune MAM within the DoW.

• Active Secret clearance required at a minimum, with willingness to maintain the clearance and undergo the upgrade process.

• Extensive knowledge of the enterprise mobility and endpoint security ecosystem: MDM (Microsoft Intune, VMware Workspace ONE, JAMF), MTD (Lookout, Zimperium, or equivalent), UEM, and remote browser isolation.

• Strong understanding of zero-trust architecture in the context of DoW, including DISA's Zero Trust Reference Architecture and the DoW Zero Trust Strategy.

• Proficiency in DoW procurement processes: POM/PPBE funding cycles, OTAs, IDIQs, BPAs, and ATO/RMF processes, and how programs are sustained through option years and re-competes.

• Demonstrated success in growing large, complex government accounts, evaluated by retention and expansion metrics rather than new logo acquisition.

• Comfortable working in a 100-person SaaS environment without the support structure of a larger prime, and willing to travel up to 40% to client locations, installations, the Pentagon, and industry events.

🏝️ Benefits

• Health insurance

• Dental insurance

• Vision insurance

• Parental leave

• Life insurance

• Disability packages

• 401(k) plan with employer-matching contributions

• Performance bonus linked to company-wide performance