Business Development Executive - Cybersecurity Services

Hartman Executive Advisors•Baltimore/Washington DC Metro Area, MD

About The Position

Hartman Executive Advisors (HEA) was founded with the vision of providing business-focused, vendor-independent consulting to mid-sized companies. As independent, trusted strategic advisors to our clients, Hartman’s mission is to create meaningful business outcomes that foster growth, greater financial returns and market dominance. By developing a deep understanding of the business challenges arising from poorly aligned technology and uncovering the transformational opportunities that result from strategically aligned technology, we set the path to advance, cultivate and leverage people, processes and systems to change and transform organizations. At Hartman, we deliver powerful business outcomes by leveraging technology strategy as a game-changer for our clients. Summary: Hartman Executive Advisors seeks an experienced Business Development Executive to originate and close new business for our cybersecurity and risk advisory services across middle‑market companies. This role partners with firm leadership, the CISO Advisory practice, and Marketing to drive pipeline growth and convert executive‑level relationships into engagements including, but not limited to security risk assessments, CMMC readiness, HIPAA/FFIEC/PCI assessments, CISO leadership, incident response planning/tabletops, and cybersecurity program roadmap development. The Business Development Executive is responsible for leading all aspects of the sales process, including prospect targeting, building and maintaining a strong pipeline, preparing proposals and closing new business. We are looking for a candidate who thrives on building trusted relationships and has a proven track record in selling cybersecurity services.

Requirements

3+ years of B2B business development selling cybersecurity, risk, or compliance services to middle‑market organizations.
Proven success engaging C‑suite (CEO/CFO/COO/CIO/CISO) and closing six‑figure services; comfortable managing multi‑stakeholder, multi‑meeting cycles.
Working knowledge of cybersecurity frameworks and regulations: NIST CSF (incl. 2.0 functions), HIPAA Security Rule, FFIEC, PCI DSS, and CMMC 2.0.
Ability to articulate vCISO leadership and differentiate advisory services from product/reseller models.
Strong discovery and solution‑selling skills: ask effective questions, uncover pain and risk, align scope to outcomes, and drive consensus to close.
Excellent business writing and presentation skills.
CRM proficiency (HubSpot preferred) and disciplined pipeline/forecast management; data‑driven approach to measuring outreach, meetings, and conversion.
High integrity and professionalism; thrives independently and collaboratively in a team‑selling environment.
Bachelor’s degree or equivalent experience.

Responsibilities

Develop and execute a personal sales plan designed to achieve sales goals by developing profitable business.
Source and qualify opportunities with companies currently not served by the firm.
Lead consultative sales cycles end‑to-end: discovery, problem framing, solution mapping, proposal/SOW collaboration with practice leads, and close.
Partner with CISO advisors and delivery leaders to shape scope, estimate level of effort, sequence work, and ensure successful handoff to delivery.
Work with the industry leaders in a team-selling environment to effectively identify and target key companies and design strategies to meet the needs of our prospective clients.
Work with Marketing to run targeted campaigns and events/webinars; leverage thought leadership and case studies to open doors and advance deals.
Maintain accurate CRM (HubSpot) records: contacts, activities, deal stages, forecasts, meeting notes, and next steps; use dashboards for self‑management.
Represent Hartman at industry and regional events; speak confidently about cybersecurity trends, risk/compliance drivers, and Hartman’s independent model.
Actively work networking contacts, industry groups and related Centers of Influence to grow new business referrals.