Sales Executive - Defense Accounts

Owl Cyber Defense • Columbia, MD

16d • Remote

About The Position

Owl Cyber Defense is a leader and trusted partner in cybersecurity. We deliver solutions that protect and connect the world’s most critical networks. Owl’s product lines of cross-domain solutions, data diodes, and portable media solutions provide the strongest available security checkpoints for threat prevention and secure data availability. Our in-depth expertise in security engineering at the operating system level enables us to help government and commercial customers meet ever-evolving cybersecurity threats. Job Summary: The Navy and Asia Pacific Account Executive will be responsible for driving sales and expanding Owl’s presence within the U.S. Navy enterprise, including commands, programs, installations, and stakeholders across the Indo-Pacific theater (primarily under U.S. Indo-Pacific Command (USINDOPACOM) and U.S. Pacific Fleet (PACFLT)) and CONUS-based Navy organizations (including fleet commands, regional installations, and acquisition entities). This role focuses on promoting and selling diodes and cross-domain solutions to address secure information transfer, network protection, and data security challenges in maritime, joint, forward-deployed, and shore-based naval environments. The position demands a strategic thinker with deep knowledge of Navy operations across both regions, strong relationship-building skills, and a proven track record of consistently meeting and exceeding sales targets in defense cybersecurity.

Requirements

• Minimum of 5 years of experience in sales, with a focus on the defense market, preferably involving the U.S. Navy or accounts spanning Indo-Pacific and CONUS regions.
• Proven track record of meeting or exceeding sales targets.
• Bachelor’s degree preferred; relevant Defense, cybersecurity, or technical sales experience may substitute.
• Experience meeting and presenting to C-level/executive-level contacts within Navy accounts, including senior leaders in procurement, acquisition, and operational commands.
• Demonstrated history of closing complex product-based solutions in the defense market, particularly cybersecurity offerings like diodes and cross-domain solutions, while achieving/exceeding quotas.
• Experience professionally communicating with external (Navy/DoD) and internal stakeholders.
• Deep understanding of federal/Navy procurement processes, contracting vehicles (e.g., relevant Navy programs, IDIQs), and the competitive landscape within the defense market, encompassing both Indo-Pacific an CONUS priorities.
• Possess a strategic understanding of the technical and security requirements of cross-domain solutions and the problems they solve for Navy customers (e.g., secure one-way data transfer, air-gapped networks, maritime cybersecurity in contested domains).
• Ability to prioritize, categorize, and act on different types of communications via email, direct message, and responses on an internal ticketing system.
• The ability to track the progress of multiple tasks, documenting and resolving roadblocks as needed.
• Demonstrated troubleshooting skills and the flexibility to pivot when needed.
• Proficiency in Excel, PowerPoint, Office 365.
• Excellent time management and organizational skills.
• An active TS/SCI security clearance is required.

Nice To Haves

• Experience using HubSpot, Costpoint, SharePoint, or similar systems preferred.

Responsibilities

• Identify and qualify new business opportunities within U.S. Navy commands, programs, and installations across the Asia-Pacific (Indo-Pacific) region and CONUS, including PACFLT, USINDOPACOM Navy components, forward-deployed forces (e.g., in Japan, Guam, Hawaii), CONUS major fleets and regions (e.g., Fleet Forces Command, Navy Regions Mid-Atlantic, Southwest, Northwest, Southeast), and related Navy acquisition, operational, and support entities.
• Develop and maintain key account plans tailored to Navy priorities in both the Indo-Pacific theater and CONUS, outlining strategies to meet sales targets through diodes, cross-domain solutions, and secure data transfer technologies.
• Establish and nurture relationships with key Navy stakeholders across regions, including senior procurement executives, program managers, technical decision-makers, and operational leaders in the Asia-Pacific and CONUS.
• Develop and execute a comprehensive sales strategy focused on the Navy’s needs in both the Indo-Pacific AOR and CONUS to achieve assigned sales goals, emphasizing secure cross-domain capabilities for naval networks, maritime operations, fleet readiness, and shore infrastructure.
• Present solution-based proposals to prospective Navy clients, addressing their specific challenges (e.g., secure data flow in contested environments, threat prevention across domains, network security for forward and homeport operations) with a focus on promoting and selling diodes and cross-domain solutions.
• Maintain an accurate and up-to-date sales pipeline covering Navy opportunities in the Asia-Pacific and CONUS regions.
• Report on sales activity, update CRM notes, and provide feedback to management on Navy market trends, procurement developments across regions, and competitive threats.
• Work closely with internal teams, including product management, technical support, professional services, and marketing, to ensure Navy customer needs are met and solutions are successfully adopted in operational and shore environments

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level