Enterprise Account Executive, Defense AI

Secureframe • New York, NY

3d

About The Position

Secureframe is hiring an Enterprise Account Executive to help build and grow its Defense AI product line. The role owns complex, high-value sales opportunities across the Defense Industrial Base and adjacent public-sector markets, with a target sales cycle of approximately 90 days and 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 transformation priorities.

This is a strategic, builder-oriented sales role. The Enterprise Account Executive will develop account plans and champions, engage technical and executive stakeholders, coordinate internal and external experts, shape business cases, navigate procurement, and close business. The role also contributes market feedback to Product and go-to-market leaders and helps establish the enterprise Defense sales playbook.

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.
• A track record of selling solutions that combine technology, services, implementation, or infrastructure, rather than only single-feature software products.
• 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 serving as the implementation architect.
• A builder’s mindset, comfort creating repeatable processes and operating with ambiguity, and ability to influence product and go-to-market direction.
• Strong pipeline discipline and forecasting judgment.

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 sales 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.
• An existing network across defense contractors, public-sector organizations, primes, subcontractors, assessors, consultants, or technology partners.
• Salesforce experience.

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 into a clear commercial plan, including Microsoft 365 GCC High, Azure and Azure Government, Azure Virtual Desktop, secure enclaves, endpoint management, hybrid cloud, on-premises systems, and services dependencies.
• 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 develop 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.

Benefits

• Medical, dental, and vision coverage for you and your dependents.
• Flexible paid time off.
• 401(k).
• Paid family leave.
• Equity and company-sponsored benefits may be available, subject to the terms of applicable plans.
• The 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