Enterprise Account Executive, Defense AI

Secureframe • New York, NY

5d • $220,000 - $350,000

About The Position

Secureframe is hiring an Enterprise Account Executive to serve as one of the founding enterprise sellers for its Defense AI product line. The role will help define how Secureframe wins complex, high-value opportunities across the Defense Industrial Base and adjacent public-sector markets, and help build an emerging product category into a durable enterprise business.

The seller owns a target sales motion of approximately 90 days, with typical contract values of $50,000–$500,000. Opportunities may involve complex IT environments, multiple business units, security and compliance programs, Microsoft licensing, cloud and on-premises infrastructure, secure enclaves, implementation services, and executive-level transformation priorities. This is a strategic builder role focused on account plans, champion development, multithreading technical and executive stakeholders, coordinating experts, shaping business cases, navigating procurement, and closing. The role also brings market feedback to Product and go-to-market leaders.

Secureframe Defense AI is an AI-powered platform for Defense Industrial Base organizations, supporting secure-environment deployment, documentation, continuous monitoring, and assessment readiness. Its capabilities combine software, secure infrastructure, Microsoft and cloud ecosystems, expert guidance, and services.

Employees who live within a defined radius of a Secureframe office are expected to work from the office approximately 30% of the time under the company’s current policy. The role offers expected on-target earnings of $220,000–$350,000 USD, consisting of base salary and variable compensation. Actual compensation depends on experience, skills, location, role scope, and level; additional compensation and benefits may include equity and company-sponsored benefits, subject to applicable plan terms.

Requirements

• 5–10+ years of quota-carrying B2B sales experience, including success closing complex mid-market or enterprise opportunities; equivalent demonstrated experience will be considered.
• Track record of selling solutions that combine technology, services, implementation, or infrastructure, rather than only a single-feature software product.
• Experience navigating $50K–$500K deals involving multiple decision-makers, technical validation, security review, legal, procurement, and executive approval.
• Strong account planning, discovery, multithreading, champion development, business-case creation, negotiation, and closing skills.
• Credibility with CIOs, CISOs, CTOs, IT leaders, security and compliance teams, finance, operations, and executive buyers.
• Ability to understand complex customer environments and lead the commercial conversation without needing to be the implementation architect.
• Builder’s mindset, comfort creating repeatable processes and operating amid ambiguity, and ability to influence product and go-to-market direction.
• Excellent pipeline discipline and forecasting judgment.
• Salesforce experience is helpful.

Nice To Haves

• Experience selling hardware, cloud, cybersecurity, managed services, professional services, IT outsourcing, or integrated solutions into defense, government, or highly regulated industries.
• Experience at a national solution provider, systems integrator, VAR, MSP, MSSP, cloud partner, or IT-services firm; enterprise-seller backgrounds similar to CDW or SHI are especially relevant.
• Fluency in the Microsoft ecosystem, including Microsoft 365 GCC High licensing, Azure, Azure Government, Entra ID, Intune, Azure Virtual Desktop, secure enclaves, and partner or marketplace motions.
• Knowledge of CMMC, NIST 800-171, DFARS, FedRAMP, CUI environments, or the Defense Industrial Base.
• Experience selling GRC or security-compliance platforms and services.
• Existing network across defense contractors, public-sector organizations, primes, subcontractors, assessors, consultants, or technology partners.

Responsibilities

• Own the full enterprise sales cycle, from targeted prospecting and executive discovery through solution design, validation, commercial negotiation, procurement, close, and implementation handoff.
• Build and execute account strategies for complex Defense Industrial Base, government-contractor, and public-sector opportunities.
• Manage a target 90-day sales cycle while maintaining rigor for $50K–$500K contracts and multi-stakeholder decisions.
• Lead discovery across business units, IT, security, compliance, finance, legal, procurement, operations, and executive leadership.
• Translate complex customer environments—including Microsoft 365 GCC High, Azure and Azure Government, Azure Virtual Desktop, secure enclaves, endpoint management, hybrid cloud, on-premises systems, and service dependencies—into a clear commercial plan.
• Position Secureframe Defense AI across secure infrastructure, AI-guided CMMC workflows, automated documentation, continuous monitoring, readiness insights, and expert-supported delivery.
• Coordinate Sales Engineering, federal and compliance experts, partners, Product, Customer Success, and implementation resources to create credible solutions and phased deployment plans.
• Develop executive-level business cases tied to security outcomes, contract eligibility, implementation speed, total cost, operational capacity, and risk reduction.
• Create pipeline through account-based outbound, industry relationships, partner ecosystems, referrals, events, and disciplined territory planning.
• Maintain accurate opportunity strategy, mutual action plans, next steps, pipeline, and forecasts in Salesforce.
• Help establish the enterprise Defense playbook, including qualification, messaging, partner motions, proof points, packaging feedback, and competitive intelligence.
• Bring market feedback to Product and go-to-market leaders as Secureframe builds its Defense business.

Benefits

• Medical, dental, and vision coverage for the employee and dependents.
• Flexible paid time off.
• 401(k).
• Paid family leave.
• Equity and company-sponsored benefits may be available, subject to applicable plan terms.
• Opportunity to shape a strategic product line and enterprise business from an early stage.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed