SMB Account Executive, Defense AI & GRC

Secureframe•New York, NY

5d•$150,000 - $200,000

About The Position

Secureframe is hiring an SMB Account Executive to own a fast-moving, full-cycle sales motion with small-business customers across Defense AI and GRC products. The role focuses on helping defense contractors protect controlled unclassified information (CUI) and become CMMC ready, while also matching customers with Secureframe’s broader GRC platform for frameworks such as SOC 2, ISO 27001, HIPAA, and PCI DSS. This is a high-velocity sales role, with a goal of closing approximately 30–50 transactions per quarter while identifying larger opportunities that may develop into six-figure contracts. The Account Executive will create pipeline, manage many active opportunities, and guide customers from discovery through decision and handoff. Candidates do not need prior CMMC or Microsoft cloud expertise, though experience selling to defense contractors, government suppliers, or public-sector organizations is valuable.

Requirements

2–5+ years of success in a quota-carrying B2B sales role, or equivalent evidence of prospecting, discovery, pipeline management, and closing ability.
Experience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with technical and business value.
Record of working effectively in a high-velocity environment with many simultaneous opportunities and short decision windows.
Strong discovery, presentation, demo, negotiation, objection-handling, and written communication skills.
Judgment to keep straightforward deals moving while identifying opportunities that need deeper discovery and broader stakeholder engagement.
Comfort discussing technical concepts with customers and knowing when to involve a sales engineer or subject-matter expert.
Consistent outbound mindset and willingness to create opportunities.
Strong CRM and forecasting habits.
Curiosity, resilience, accountability, and ability to learn quickly in a fast-changing environment.

Nice To Haves

Experience selling into the Defense Industrial Base, federal or state markets, government contractors, or other regulated industries.
Familiarity with CMMC, NIST 800-171, DFARS, FedRAMP, SOC 2, ISO 27001, or related GRC programs.
Working knowledge of Microsoft Azure, Azure Government, Microsoft 365 GCC High licensing, Entra ID, Intune, virtual desktops, or secure enclave models.
Experience selling through or alongside MSPs, MSSPs, VARs, consultants, auditors, or technology partners.
Experience at a high-growth company where the product, process, and market evolved quickly.
Salesforce experience.

Responsibilities

Own the full sales cycle, from prospecting and qualification through discovery, demos, commercial alignment, close, and handoff.
Close approximately 30–50 transactions per quarter while balancing speed, responsiveness, qualification discipline, and customer value.
Sell Secureframe Defense AI and GRC products, matching solutions to customers’ business, security, compliance, and IT goals.
Conduct discovery on business drivers, contract requirements, IT environments, CUI scope, current tools, buying process, urgency, and budget.
Explain how Microsoft Azure, Microsoft 365 GCC High licensing, secure enclaves, Azure Virtual Desktop, and related services fit into the Defense AI solution, involving technical specialists for deeper architecture needs.
Deliver focused Defense AI and GRC demos and business cases that connect Secureframe’s automation and support to faster readiness, lower operating burden, stronger security, and protected revenue.
Create pipeline through outbound outreach, rapid inbound follow-up, referrals, partners, events, and disciplined account research.
Engage owners, executives, IT, security, compliance, finance, and operations stakeholders in the buying process.
Maintain accurate pipeline, next steps, forecasting, and activity in Salesforce.
Share customer and market feedback with Sales Engineering, Marketing, Product, Partnerships, Customer Success, and RevOps.