Account Executive; Department of Defense

Offsec Services

15h•Remote

About The Position

OffSec is seeking an Account Executive to grow its business across an assigned portion of the Department of Defense, including specific military services, commands, and agencies. This individual contributor owns the full sales cycle for assigned DoD accounts, from account research and first contact through discovery, qualification, proposal development, contracting, and close. The role protects and expands existing program-office business and develops new opportunities across cyber units, training organizations, and schoolhouses. Much of the revenue is repurchased annually by program offices rather than held on multi-year contracts, so success depends on early engagement, renewal planning, understanding funding status, fluency in DoD 8140 and federal funding, and effective use of contract vehicles and partners. The Account Executive develops program champions and navigates operational, training, and contracting stakeholders while keeping long buying processes moving. The role works closely with OffSec’s partner team, resellers, prime contractors, and Customer Success to pursue opportunities, support adoption, and demonstrate customer readiness outcomes. The position requires accountability for assigned revenue goals, accurate forecasting, and a commitment to creating lasting customer value.

Requirements

3–5 years of B2B sales experience, including full-cycle selling into the Department of Defense.
Demonstrated track record of winning and growing DoD business, including protecting and expanding programs that repurchase annually.
Fluency in federal funding processes, including the September fiscal year end, appropriations timing, and continuing resolutions.
Working knowledge of federal contracting, including contract vehicles, BPAs, set-asides, and working alongside resellers and prime contractors.
Familiarity with DoD 8140 and the DoD Cyber Workforce Framework and their influence on training and qualification requirements.
Strong consultative selling and communication skills, including uncovering needs, communicating mission value, and engaging operational, training, and contracting stakeholders.
Proficiency with CRM systems, including accurate pipeline management and forecasting; Salesforce or comparable CRM experience is relevant.

Nice To Haves

Existing relationships within DoD cyber and training organizations, such as service cyber components, CYBERCOM, SOCOM, or DISA.
An active security clearance or eligibility to obtain one.
Military service or prior experience supporting DoD cyber operations or workforce development.
Experience selling SaaS, cybersecurity, technical training, or workforce development solutions.
Training in or practical experience applying MEDDPICC and/or Command of the Message to support opportunity qualification and value messaging.

Responsibilities

Own the full sales cycle across assigned DoD services and commands, from account research and first contact through contracting and close, and take responsibility for assigned revenue goals.
Protect and expand existing program-office relationships, growing them into broader, recurring programs.
Engage early on annually repurchased business, forecast accurately, and identify well in advance which programs are funded for another cycle.
Identify, research, and prioritize cyber units, training commands, schoolhouses, and program offices, and proactively generate qualified opportunities.
Align account plans with DoD 8140 cyber workforce qualification requirements and the DoD Cyber Workforce Framework.
Navigate contract vehicles, BPAs, set-asides, partners, and federal budget-cycle and fiscal-year-end timing.
Coordinate with resellers, prime contractors, and partner and channel teams when opportunities route through a contract vehicle or existing program.
Lead consultative discovery and qualification by understanding each unit’s mission, workforce requirements, capability gaps, funding source, decision process, and timeline.
Partner with Customer Success on adoption and account health; develop joint account plans, track usage and engagement, and demonstrate readiness outcomes to program owners.
Maintain accurate CRM records and forecasts, documenting stakeholders, funding status, contract path, and next steps, and identifying deal risks early.