Account Executive - PubSec/US Army

Fortra•Washington Dc, DC

2d•Remote

About The Position

Fortra is seeking an experienced Account Executive to grow sales of its defensive cybersecurity solutions across the United States Army, excluding elements considered part of the Intelligence Community. The Account Executive owns the Army territory and develops strategic customer relationships, leading opportunities from initial engagement through contract award and account expansion. The role calls for a proactive seller who can identify mission needs, build demand, secure executive sponsorship, and coordinate resources to win complex opportunities, with a record of cybersecurity sales success and a strong understanding of Army missions, acquisition processes, and decision-making. The position is remote in the United States, with the Washington, D.C. metropolitan area preferred. Travel is approximately 25–30%, based on customer and business needs. The territory includes Army commands, enterprise organizations, program offices, installations, and relevant Army National Guard and Army Reserve opportunities. Success means consistent sales performance, a qualified, accurate, and sustainable pipeline, strong relationships across the Army, and a repeatable strategy for expanding Fortra’s presence. The Account Executive is expected to establish Fortra as a trusted cybersecurity partner by aligning solutions with customer needs and maintaining disciplined execution throughout the sales lifecycle. Compensation is $120,000–$135,000 base plus commission. Fortra describes the role as full-time and exempt. Benefits include health, dental, and vision coverage as of hire; immediate enrollment in 401(k), HSA, and FSA plans; flexible PTO; tuition and personal enrichment reimbursement; and an option to enroll in an ID Theft Protection Program.

Requirements

Five or more years of enterprise technology or cybersecurity sales experience, including direct sales to U.S. Army or other Department of War customers.
Demonstrated success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders.
Experience navigating Army customer organizations and building relationships with technical, mission, executive, and acquisition stakeholders.
Working knowledge of federal budgeting, procurement cycles, contract vehicles, and partner-led purchasing approaches.
Ability to explain cybersecurity capabilities in terms of mission impact, risk reduction, and customer value.
Experience developing account plans, qualifying opportunities, managing competitive sales cycles, and maintaining reliable forecasts.
Strong presentation, negotiation, written communication, and cross-functional leadership skills.
Ability to travel to customer sites, partner meetings, and industry events.

Nice To Haves

Established relationships within Army cybersecurity, enterprise IT, acquisition, or mission organizations.
Experience selling data protection, data classification, data loss prevention, email security, vulnerability management, or security compliance solutions.
Familiarity with Controlled Unclassified Information protection, Zero Trust, the Risk Management Framework, and authorization-to-operate processes.
Experience working with federal systems integrators and channel partners on Army opportunities.
Prior military service or civilian experience supporting Army missions.
Active security clearance preferred where relevant to assigned accounts.
Bachelor’s degree or equivalent professional experience.

Responsibilities

Develop and execute a territory plan covering Army commands, enterprise organizations, program offices, installations, and relevant Army National Guard and Army Reserve opportunities.
Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts, and coordination on renewals.
Build relationships with mission owners, cybersecurity leaders, information technology teams, program managers, contracting personnel, and senior decision-makers.
Position Fortra’s defensive cybersecurity capabilities against customer requirements, including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management, and human risk management.
Connect customer priorities—including protecting sensitive information, reducing cyber risk, advancing Zero Trust, and supporting operational readiness—to measurable business and mission outcomes.
Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning, and procurement timelines.
Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations, and closing.
Partner with sales engineers and product specialists to validate technical fit, deployment requirements, and applicable security authorizations.
Develop joint account and opportunity strategies with federal systems integrators, prime contractors, resellers, and distribution partners supporting Army customers.
Coordinate responses to requests for information, requests for proposals, requests for quotations, and other acquisition activities.
Maintain accurate customer relationship management records, opportunity plans, pipeline coverage, and forecasts.
Work with customer success and delivery teams to support adoption, customer satisfaction, and long-term account growth.