Account Executive - PubSec/US Army

Fortra; Washington (District of Columbia); Remote; USD 120,000 - 135,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

401(k) enrollment

Flexible PTO

Tuition reimbursement

ID Theft Protection Program

Job summary

Fortra is seeking an experienced Account Executive to grow sales of defensive cybersecurity solutions across the United States Army. You will own the Army territory, build strategic customer relationships, and lead opportunities from engagement through contract award and expansion.

The role demands a proactive seller with a deep understanding of Army missions, acquisition processes, and decision-making. Remote location with some travel and a strong focus on outcomes.

Qualifications

• Five or more years of enterprise technology or cybersecurity sales experience.
• Proven quota attainment and ability to close complex opportunities.
• Ability to navigate Army customer organizations and engage multiple stakeholders.
• Knowledge of federal budgeting, procurement cycles, and partner-led purchasing.
• Ability to articulate cybersecurity capabilities in terms of mission impact.

Responsibilities

• Develop and execute a territory plan for Army commands and installations.
• Meet or exceed sales targets through new customer acquisition and renewals.
• Build relationships with mission owners, cybersecurity leaders, and senior decision-makers.
• Position Fortra’s capabilities against customer requirements and priorities.
• Lead the sales process from discovery to closing with cross-functional teams.
• Coordinate with federal system integrators and channel partners to pursue Army opportunities.
• Maintain accurate CRM records and forecast pipelines.
• Support adoption and long-term account growth with delivery teams.

Skills

Enterprise sales

Cybersecurity sales

Account planning

Forecasting

Negotiation

Education

Bachelor's degree

Tools

CRM software

Salesforce

Job description

Whether you’re an experienced professional or just getting started, your contributions matter at Fortra. If you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

While our company operates remotely, our current hiring strategy is focused on building talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York–New Jersey–Connecticut tri‑state area.

Fortra is seeking an experienced Account Executive to grow sales of its defensive cybersecurity solutions across the United States Army. This individual will own the Army territory (not including elements that are considered part of the Intelligence Community), develop strategic customer relationships, and lead opportunities from initial engagement through contract award and account expansion.

The successful candidate will combine a record of cybersecurity sales success with a strong understanding of Army missions, acquisition processes, and decision‑making. This role requires a proactive seller who can identify mission needs, build demand, secure executive sponsorship, and coordinate the resources needed to win complex opportunities.

Territory: United States Army

Location: Remote, United States; Washington, D.C., metropolitan area preferred

Travel: Approximately 25–30%, based on customer and business needs

What You’ll Do

• Develop and execute a territory plan covering Army commands, enterprise organizations, program offices, installations, and relevant Army National Guard and Army Reserve opportunities.
• Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts, and coordination on renewals.
• Build relationships with mission owners, cybersecurity leaders, information technology teams, program managers, contracting personnel, and senior decision-makers.
• Position Fortra’s defensive cybersecurity capabilities—including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management, and human risk management—against customer requirements.
• Connect customer priorities such as protecting sensitive information, reducing cyber risk, advancing Zero Trust, and supporting operational readiness to measurable business and mission outcomes.
• Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning, and procurement timelines.
• Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations, and closing.
• Partner with sales engineers and product specialists to validate technical fit, deployment requirements, and applicable security authorizations.
• Develop joint account and opportunity strategies with federal systems integrators, prime contractors, resellers, and distribution partners supporting Army customers.
• Coordinate responses to requests for information, requests for proposals, requests for quotations, and other acquisition activities.
• Maintain accurate customer relationship management records, opportunity plans, pipeline coverage, and forecasts.
• Work with customer success and delivery teams to support adoption, customer satisfaction, and long‑term account growth.

Required Qualifications

• Five or more years of enterprise technology or cybersecurity sales experience, including direct sales to U.S. Army or other Department of War customers.
• Demonstrated success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders.
• Experience navigating Army customer organizations and building relationships with technical, mission, executive, and acquisition stakeholders.
• Working knowledge of federal budgeting, procurement cycles, contract vehicles, and partner‑led purchasing approaches.
• Ability to explain cybersecurity capabilities in terms of mission impact, risk reduction, and customer value.
• Experience developing account plans, qualifying opportunities, managing competitive sales cycles, and maintaining reliable forecasts.
• Strong presentation, negotiation, written communication, and cross‑functional leadership skills.
• Ability to travel to customer sites, partner meetings, and industry events.

Preferred Qualifications

• Established relationships within Army cybersecurity, enterprise IT, acquisition, or mission organizations.
• Experience selling data protection, data classification, data loss prevention, email security, vulnerability management, or security compliance solutions.
• Familiarity with Controlled Unclassified Information protection, Zero Trust, the Risk Management Framework, and authorization‑to‑operate processes.
• Experience working with federal systems integrators and channel partners on Army opportunities.
• Prior military service or civilian experience supporting Army missions.
• Active security clearance preferred where relevant to assigned accounts.
• Bachelor’s degree or equivalent professional experience.

What Success Looks Like

Success in this role means consistent sales performance, a qualified, accurate and sustainable pipeline, building strong relationships across the Army, and a repeatable strategy for expanding Fortra’s presence. The Account Executive will establish Fortra as a trusted cybersecurity partner by aligning solutions with customer needs and maintaining disciplined execution throughout the sales lifecycle.

Compensation

$120,000 - $135,000 base plus commission

Ready to join us?

At Fortra, our compensation philosophy prioritizes fair market value and internal equity, aligning with your experience and specialized skill set.

As a full‑time, exempt employee at Fortra, you’ll enjoy a comprehensive benefits package that includes:

• Health, dental, and vision coverage as of hire
• Immediate enrollment in 401(k), HSA, and FSA plans
• Flexible PTO policy
• Tuition and personal enrichment reimbursement
• Option to enroll in ID Theft Protection Program

At Fortra, work is only part of the story. Explore what Life at Fortra is all about, from perks that support holistic wellbeing to a culture that keeps you connected and empowered to make an impact beyond the job.

Visit our website to learn more about why employees choose to work for Fortra. Remember to connect with us on LinkedIn.

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.