SMB Account Executive, Defense AI & GRC

Secureframe•New York, NY

About The Position

Secureframe is hiring an SMB Account Executive to own a fast-moving, full-cycle sales motion across small-business customers for its Defense AI and GRC products. The role centers on helping defense contractors protect 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 role, with a target of approximately 30–50 deals per quarter and opportunities to identify and develop larger prospects that may grow into six-figure contracts. The successful candidate will use disciplined prospecting, strong discovery, concise product storytelling, and accurate sales execution to move customers from initial contact to a clear decision. CMMC or Microsoft cloud expertise is not required; the role is suited to a seller who can learn quickly and build credibility with technical and business buyers. Secureframe values in-person collaboration. Employees who live within a defined radius of a Secureframe office are expected to work from the office approximately 30% of the time as an essential function of the role. Strong performance may open paths into mid-market, enterprise, strategic accounts, or sales leadership, depending on performance, readiness, and business needs.

Requirements

2–5+ years of success in a quota-carrying B2B sales role, or equivalent evidence of the ability to prospect, conduct discovery, manage a pipeline, and close.
Experience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with both technical and business value.
A 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 warrant 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 the Microsoft ecosystem, including 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, and customer value.
Sell Secureframe Defense AI and GRC products, matching solutions to customers’ business, security, compliance, and IT goals.
Conduct discovery into 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 the Defense AI solution, involving technical specialists for deeper architecture questions.
Deliver focused Defense AI and GRC demos and business cases that connect Secureframe’s automation and support to readiness, operating burden, security, and protected revenue.
Create pipeline through outbound outreach, rapid inbound follow-up, referrals, partners, events, and account research.
Engage owners, executives, IT, security, compliance, finance, and operations stakeholders while keeping the buying process appropriately simple.
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.