Account Executive - SMB

Defencify Training; Utah; Remote; USD 70,000 - 110,000; Full time

Benefits offered by this job

Competitive compensation

Fully remote

Exciting products

Territory ownership

Leadership access

Growth opportunities

Collaborative culture

Job summary

Defencify is seeking an Account Executive to drive the SMB motion in a fully remote role with a Utah preference for HQ alignment. You’ll own the full sales cycle—from prospecting to close—generating new business in a fast-moving, high-velocity environment.

You’ll collaborate with marketing and customer success to refine messaging and accelerate pipeline growth. Ideal candidates have 2+ years in B2B SaaS sales, a proven ability to build pipelines, and strong discovery, negotiation, and product

Qualifications

• 2+ years in B2B sales, ideally in a full-cycle Account Executive or similar closing role.
• Demonstrated success generating pipeline through outbound prospecting and closing new business.
• Experience managing multiple opportunities in a high-velocity SMB sales environment.
• Strong discovery, presentation, objection-handling, and negotiation skills.
• Experience using CRM platforms with strong attention to pipeline management and data accuracy.

Responsibilities

• Own the full sales cycle: from initial prospecting through product demonstrations, negotiation, and close.
• Generate new business: outbound calls, emails, LinkedIn, and targeted outreach.
• Build and manage a consistent pipeline of SMB opportunities with inbound leads and self-generated business.
• Deliver consultative sales experiences by understanding customer challenges and needs.
• Demonstrate the training platform and emerging products through engaging demos.
• Maintain CRM excellence with HubSpot and reliable pipeline visibility.
• Collaborate with marketing, customer success, and leadership to refine messaging and sales processes.
• Deliver results toward individual revenue targets with professionalism and customer experience.

Skills

B2B sales

Full-cycle sales

Outbound prospecting

CRM proficiency

Remote work

Tools

HubSpot

Salesforce

Job description

Defencify is a growing technology company transforming how security organizations train, develop, and manage their workforce.

Our goal is to Raise The Standard. A better and more trained guard force is a safer world.

Through our cloud-based learning platform, state-approved training content, and innovative technologies, we help security companies simplify compliance, accelerate onboarding, and improve workforce readiness.

With over 130,000 security professionals trained and a 92% course completion rate, we're proud of the impact we've made. And we're just getting started.

We're continuing to expand our solutions with exciting innovations, including Virtual Reality (VR) training, next-generation Learning Management Systems, and AI-powered tools designed to modernize how organizations approach training and compliance.

We're a lean, ambitious team focused on building great products, delivering meaningful value to customers, and accelerating our next phase of growth.

Account Executive – SMB

Location: Remote (Utah preferred)

Employment Type: Full-Time

About Defencify

Defencify is a growing technology company transforming how security organizations train, develop, and manage their workforce.

Our goal is to Raise The Standard. A better and more trained guard force is a safer world.

Through our cloud-based learning platform, state-approved training content, and innovative technologies, we help security companies simplify compliance, accelerate onboarding, and improve workforce readiness.

With over 130,000 security professionals trained and a 92% course completion rate, we're proud of the impact we've made. And we're just getting started.

We're continuing to expand our solutions with exciting innovations, including Virtual Reality (VR) training, next-generation Learning Management Systems, and AI-powered tools designed to modernize how organizations approach training and compliance.

We're a lean, ambitious team focused on building great products, delivering meaningful value to customers, and accelerating our next phase of growth.

About the Role

Reporting directly into the President, we're looking for a driven, resourceful Account Executive to help grow our SMB motion.

This is a full-cycle sales role where you'll take ownership of generating new business, managing your pipeline, and closing deals with small and growing security organizations.

You'll be responsible for building relationships with prospective customers, understanding their operational challenges, and demonstrating how Defencify's solutions can make a measurable difference.

We're looking for someone who is comfortable rolling up their sleeves, prospecting independently, and taking accountability for their results. You'll work closely with our existing sales team, marketing, and customer success in a collaborative, fast-moving environment.

What You'll Do

• Own the full sales cycle: Manage opportunities from initial prospecting and discovery through product demonstrations, negotiation, and close.
• Generate new business: Proactively identify and engage prospective customers through outbound calls, emails, LinkedIn, and targeted outreach.
• Build and manage pipeline: Develop a consistent pipeline of qualified SMB opportunities while balancing inbound leads and self-generated business (we aim for 2-3x quota coverage minimum).
• Deliver consultative sales experiences: Understand customer challenges, uncover business needs, challenge status quo where appropriate, and position Defencify's solutions to deliver meaningful value.
• Demonstrate our technology: Lead engaging virtual product demonstrations of our training platform, learning solutions, and emerging products.
• Maintain CRM excellence: Keep HubSpot records accurate, manage opportunities effectively, and provide reliable pipeline visibility and forecasting.
• Collaborate across teams: Partner with marketing, customer success, and leadership to improve messaging, customer handoffs, and sales execution.
• Contribute to our growth: Share market insights, customer feedback, and ideas that help refine our sales processes and go-to-market strategy.
• Deliver results: Consistently work toward individual revenue targets while maintaining a high standard of professionalism and customer experience.

What We're Looking For

• 2+ years of experience in B2B sales, ideally in a full-cycle Account Executive or similar closing role.
• Demonstrated success generating pipeline through outbound prospecting and closing new business.
• Experience managing multiple opportunities in a high-velocity SMB sales environment.
• Strong discovery, presentation, objection-handling, and negotiation skills.
• Confidence conducting virtual meetings and product demonstrations with business owners and decision-makers.
• Experience using CRM platforms such as HubSpot or Salesforce, with strong attention to pipeline management and data accuracy.
• Self-motivated, organized, and comfortable working independently in a fully remote environment.
• A coachable, resilient mindset with a willingness to learn, adapt, and continuously improve.
• Experience selling SaaS, e-learning, workforce technology, or B2B services is an asset.
• Experience in the security industry is a plus, but not required.

What We Offer

• Competitive compensation: Base salary plus performance-based commission, with earning potential tied to results.
• Fully remote work: Work from anywhere within an approved employment location, with a preference for Utah-based candidates (our HQ).
• Exciting products: Represent an expanding portfolio of SaaS solutions, VR training, and emerging technologies.
• Meaningful ownership: Take responsibility for your territory, pipeline, and results, with the autonomy to influence your success.
• Direct access to leadership: Work closely with the executive leadership team in a collaborative, entrepreneurial environment.
• Professional growth: Opportunity to develop your skills, contribute to our sales strategy, and grow alongside the business.
• Supportive culture: Join a team that values accountability, collaboration, kindness, and continuous improvement.

Why Defencify?

We're building something meaningful in an industry that's ready for modernization.

At Defencify, you'll have the opportunity to sell innovative solutions, contribute directly to business growth, and be part of a team where your ideas and efforts make a difference.

We believe in taking ownership, treating people with respect, and building a culture where talented people can thrive.

If you're a motivated sales professional who prides themselves on taking ownership, helping customers solve real business challenges, and make a meaningful impact on a growing company, we'd love to hear from you.