Strategic Account Director

Hypori•Reston, VA

10d•$165,000 - $175,000•Remote

About The Position

Hypori, Inc. is a high-growth cybersecurity SaaS company transforming how organizations think about secure mobility. Our virtual workspace platform enables users to access enterprise apps and data from any mobile device—with zero data on the endpoint and total personal privacy. Backed by $55M in funding from investors including UBS, AE Industrial Partners, Hale Capital Partners, and GreatPoint Ventures, Hypori is expanding into new commercial and regulated markets. This role is for a relationship-first, retention-anchored Strategic Account Director to protect, deepen, and grow existing Department of War (DoW) accounts. With over 75,000 active users across multiple branches and commands, the installed base is a strategic asset, and this role exists to keep it healthy and expand it from within. This is a retention-and-expansion role, focused on farming existing accounts rather than hunting for new ones. The ideal candidate will have a background transitioning out of the military and into a defense prime, or be an experienced account manager with a history of managing cybersecurity solutions within Army or Air Force accounts. An active Secret clearance is required.

Requirements

Former military officer at the O-5 level (Lieutenant Colonel, Commander, or equivalent) with significant exposure to IT, communications, cyber, or enterprise technology programs, OR an experienced account manager who has personally owned delivery, growth, or expansion for cybersecurity solutions inside Army or Air Force accounts
Post-service experience at a defense prime or large systems integrator (Booz Allen Hamilton, General Dynamics, Lockheed Martin, Leidos, SAIC, Peraton, or similar), OR experience selling and, primarily, account-managing endpoint security solutions such as Microsoft Intune MAM into the DoW
Active Secret required at a minimum, and comfortable carrying the clearance and going through an upgrade process
Deep working knowledge of the enterprise mobility and endpoint security stack: MDM (Microsoft Intune, VMware Workspace ONE, JAMF), MTD (Lookout, Zimperium, or equivalent), UEM, and remote browser isolation
Genuine command of zero-trust architecture in the DoW context, including DISA's Zero Trust Reference Architecture and the DoW Zero Trust Strategy
Fluency in DoW procurement: POM/PPBE funding cycles, OTAs, IDIQs, BPAs, and ATO/RMF processes, and how programs are sustained through option years and re-competes
Proven track record growing large, complex government accounts, measured by retention and expansion rather than logo acquisition
Comfortable in a 100-person SaaS company without the support structure of a prime
Willing to travel up to 40% to customer sites, installations, the Pentagon, and industry events

Responsibilities

Own renewal, retention, and the commercial health of all active DoW contracts, tracking contract end dates, funding cycles, and renewal timelines 12-plus months out
Lead contract modifications, option-year exercises, and re-competes with the discipline of a new deal
Negotiate pricing, terms, and scope on renewals and expansions, protecting both the relationship and Hypori's economics
Develop upsell and cross-sell opportunities across your account set: new users, new commands, and new use cases
Map buying centers above and below your current contacts to find unfunded or underfunded mobile security requirements
Build expansion business cases tied to mission priorities, budget cycles, and compliance obligations (CMMC, RMF/ATO, STIG)
Serve as Hypori's primary commercial point of contact for each assigned DoW account, owning the relationship from program office to senior IT and acquisition leadership
Build relationships broadly across each account so Hypori is not dependent on a single champion, staying close to program managers, CORs, and contracting officers as requirements and budgets take shape
Partner closely with the account's technical account manager, aligning commercial strategy with delivery so account health and expansion move together
Maintain accurate account plans, renewal forecasts, and expansion pipeline in CRM
Give leadership an honest, grounded read on account health, renewal risk, and expansion potential each quarter