Sales Executive - Defense Accounts

Owl Cyber Defense • Columbia, MD

33d • Remote

About The Position

Owl Cyber Defense is a leader and trusted partner in cyber security. We deliver solutions that protect and connect the world’s most critical networks. Owl’s product lines of cross domain, data diode, 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 cyber security threats. The Sales Executive, Defense Accounts, plays a critical role in expanding Owl’s mission across Army and COCOM organizations. In this role, you will help Defense customers solve some of their hardest secure data-transfer and cross-domain challenges by positioning Owl’s proven data diode and Cross Domain Solution technologies. You will identify mission needs early, build trusted relationships with technical and program stakeholders, and guide customers toward architectures that strengthen security and operational outcomes. This role requires a seller who understands the Defense landscape, communicates with clarity and credibility, and consistently drives opportunities from initial engagement to successful deployment. You will work hand-in-hand with product, engineering, and services teams to ensure Owl delivers uncompromising security and long-term customer success.

Requirements

• Minimum of 5 years of experience selling cybersecurity, networking, or complex technology solutions into Defense agencies, with a consistent record of meeting or exceeding sales targets.
• Bachelor’s degree preferred; relevant Defense, cybersecurity, or technical sales experience may substitute.
• Experience engaging and presenting to senior program, technical, and executive stakeholders within Defense agencies.
• Demonstrated success selling complex cybersecurity, networking, or secure data-transfer solutions in the Defense market while consistently achieving or exceeding quota.
• Strong understanding of Federal procurement processes, contracting vehicles, and competitive dynamics across DoD, COCOM, and 4th Estate environments.
• Working knowledge of Cross Domain Solutions, data diode technologies, and the mission problems they solve for Defense customers.
• Proficiency with CRM and enterprise systems such as HubSpot, Salesforce, Costpoint, and SharePoint.
• Excellent communication skills, with the ability to prioritize, track, and respond to multiple customer and internal communications in fast-moving environments.
• Strong organizational and time-management skills with the ability to manage multiple opportunities, remove roadblocks, and drive results across teams.
• Skilled at collaborating with technical and non-technical stakeholders to troubleshoot issues, clarify requirements, and support successful solution deployment.
• Proficiency in Microsoft Office tools (Excel, PowerPoint, Outlook, Teams, and Office 365).
• An active TS/SCI security clearance is required.

Responsibilities

• Identify, qualify, and develop new opportunities across Army, COCOM, and 4th Estate organizations for Owl’s Cross Domain Solutions and data diode technologies.
• Build and execute strategic account plans that map mission needs, stakeholders, technical requirements, and funding pathways to accelerate opportunity creation and growth.
• Develop trusted relationships with technical decision-makers, program leadership, cybersecurity authorities, and senior procurement staff to influence secure architecture decisions.
• Lead the full sales cycle, from early discovery and requirements shaping through solution positioning, proposal development, and contract closure.
• Present mission-aligned, solution-focused proposals that demonstrate how Owl’s CDS and diode offerings address secure data transfer, accreditation, and cyber risk reduction requirements.
• Maintain accurate pipeline visibility in CRM, providing timely updates on opportunity progression, forecast commitments, competitive trends, and customer feedback.
• Collaborate closely with internal teams—Product Management, Engineering, Professional Services, and Marketing—to ensure solution alignment, technical credibility, and successful deployment outcomes.
• Represent Owl at Defense-focused events, industry engagements, and customer briefings to increase awareness of Owl’s secure data transfer capabilities and expand market reach.

What This Job Offers

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