Account Executive, Special Operations Command

Cape•Washington, DC

About The Position

As an Account Executive at Cape, your mission is to drive revenue growth by effectively positioning our privacy and security first solutions to Special Operations Command (SOCOM). You will act as a trusted advisor, understanding the unique needs of government clients, navigating the complexities of government procurement, and delivering solutions that align with their missions. Your role is pivotal in establishing Cape as a key partner to the USG, ensuring both immediate sales success and long-term strategic relationships.

Requirements

A love for building things that matter and obsession with making mission.
Bachelor’s degree in Computer Science or related field, or equivalent hands-on experience, including the ability to quickly develop and tailor scripts or technical solutions to meet customer deployment needs.
Demonstrable understanding of networking fundamentals (IP addressing/subnetting, NAT, routing, switching, core network functions) and familiarity with network troubleshooting and diagnostic tools (e.g., Wireshark).
Gritty technical skills. We don’t need you to be shipping code to prod. But you enjoy automating horrible tasks as necessary to make sure we deliver for our customers.
Exceptional written and verbal communication skills.
Adaptive and introspective; willing to learn, guide, lead and follow.
Active U.S. TS/SCI clearance.
Willingness to travel up to 75%.
Based in DC or New York. Relocation assistance available.

Nice To Haves

Experience in cyber operations or telecommunications.
Five years of experience working in customer-facing roles (account executive, customer success, solutions engineer, or related discipline), or equivalent government experience.
Concrete examples of times you effectively cut through bureaucratic obstacles to achieve results.
Domain experience with privacy, security, telco, or related fields.
Experience in enterprise sales, especially at early stage companies focused on defense.

Responsibilities

Revenue Generation: Achieve or exceed annual sales targets by closing new business deals with USG agencies.
Expand the Cape’s footprint within existing government accounts by identifying and pursuing upsell and cross-sell opportunities.
Identify where we should play, and how we win. Qualify deals quickly to build and maintain a robust sales pipeline through proactive outreach, relationship building, and effective lead generation strategies. Collaborate across teams to identify new opportunities and generate qualified leads.
Strategic Account Management: Develop and execute comprehensive account plans for key USG agencies, including strategies for relationship building, opportunity identification, and long-term account growth.
Maintain deep knowledge of government procurement processes and contracting vehicles, ensuring successful navigation through complex sales cycles.
Cultivate relationships at all levels of seniority. Understand the ground-level problems we’re solving. Burn through frozen-middle bureaucracies to clear a path to success. Create and deliver executive presentations to ensure buy-in from above.
Work fluidly with product and engineering to ensure product direction aligns with our customers’ on-the-ground reality. You must be able to influence cross-team members to direct the appropriate resources to customer objectives.
demonstrate a high degree of interdependence. This means you'll be empowered to make decisions and lead initiatives, but you will also know when to leverage the expertise of our engineering and product teams to ensure successful execution.
The right person will have the judgment to know when to bet big on a concept and when to walk away, conserving resources and effort for what truly matters.