Enterprise Account Executive, Defense AI

Secureframe; United States; Remote; USD 220,000 - 350,000; Full time

Benefits offered by this job

Medical coverage

Dental coverage

Vision coverage

401(k)

Paid family leave

Flexible PTO

Job summary

Secureframe is hiring an Enterprise Account Executive to lead Defense AI product opportunities, shaping strategy with executive stakeholders and building durable enterprise sales in a growing market.

You will manage 90-day cycles for $50K-$500K deals, coordinating across security, procurement, and IT teams, and turning market feedback into product and GTM direction.

Qualifications

• 5–10+ years of quota-carrying B2B sales experience, closing complex enterprise opportunities.
• Experience selling solutions that combine technology, services, or infrastructure, not just software.
• Experience navigating $50K-$500K deals with multiple decision-makers and procurement.

Responsibilities

• Own the full enterprise sales cycle from prospecting to close and handoff.
• Build and execute account strategies for Defense Industrial Base and public-sector opportunities.
• Lead discovery across IT, security, compliance, finance, legal, and executive teams.
• Translate complex environments into a clear commercial plan and value story.
• Coordinate Sales Engineering, compliance experts, partners, Product, and CS to craft credible solutions.

Skills

Quota-carrying B2B sales

Enterprise selling

Account planning

Multithreading

Negotiation

Executive stakeholder management

Forecasting & pipeline

Salesforce

Tools

Salesforce

Job description

At the company, we're building the next generation of cybersecurity and compliance software. Thousands of organizations use our platform to strengthen security, automate compliance, and earn trust. We're backed by leading investors including Kleiner Perkins, Accomplice, Gradient Ventures, BoxGroup, and Village Global.

the company's Defense business is experiencing record growth. We recently launched the company Defense, an AI-powered platform that helps Defense Industrial Base organizations move from secure-environment deployment through documentation, continuous monitoring, and assessment readiness. Our Defense AI product line combines modern software, secure infrastructure, Microsoft and cloud ecosystems, expert guidance, and services to solve a high-stakes problem for organizations protecting national defense information.

About the role

We're hiring an Enterprise Account Executive to become one of the founding enterprise sellers for our Defense AI product line. You'll help define how the company wins complex, high-value opportunities across the Defense Industrial Base and adjacent public-sector markets—and help turn an emerging product category into a durable enterprise business.

You'll own a target sales motion of approximately 90 days, with typical contract values ranging from $50K to $500K. These opportunities can span complex IT environments, multiple business units, security and compliance programs, Microsoft licensing, cloud and on-premises infrastructure, secure enclaves, implementation services, and executive-level transformation priorities.

This is a builder role for a strategic seller. You'll create account plans, develop champions, multi-thread technical and executive stakeholders, coordinate experts, shape business cases, navigate procurement, and close. Just as importantly, you'll bring the voice of the market back to Product and GTM leaders as we build the future of the company's Defense business.

What you’ll do

• Own the full enterprise sales cycle from targeted prospecting and executive discovery through solution design, validation, commercial negotiation, procurement, close, and implementation handoff.
• Build and execute account strategies for complex Defense Industrial Base, government-contractor, and public-sector opportunities.
• Manage a target 90-day sales cycle while preserving the rigor required for $50K-$500K contracts and multi-stakeholder decisions.
• Lead discovery across business units, IT, security, compliance, finance, legal, procurement, operations, and executive leadership.
• Translate complex environments including Microsoft 365 GCC High, Azure and Azure Government, Azure Virtual Desktop, secure enclaves, endpoint management, hybrid cloud, on-premises systems, and services dependencies into a clear commercial plan.
• Position the company Defense AI across secure infrastructure, AI-guided CMMC workflows, automated documentation, continuous monitoring, readiness insights, and expert-supported delivery.
• Coordinate Sales Engineering, federal and compliance experts, partners, Product, Customer Success, and implementation resources to create credible solutions and phased deployment plans.
• Develop executive-level business cases tied to security outcomes, contract eligibility, implementation speed, total cost, operational capacity, and risk reduction.
• Create pipeline through account-based outbound, industry relationships, partner ecosystems, referrals, events, and disciplined territory planning.
• Maintain accurate opportunity strategy, mutual action plans, next steps, pipeline, and forecasts in Salesforce.
• Help establish the enterprise Defense playbook, including qualification, messaging, partner motions, proof points, packaging feedback, and competitive intelligence.

What we’re looking for

• 5-10+ years of quota-carrying B2B sales experience, including success closing complex mid-market or enterprise opportunities; equivalent demonstrated experience will be considered.
• A track record of selling solutions that combine technology, services, implementation, or infrastructure—not just a single-feature software product.
• Experience navigating $50K-$500K deals, multiple decision-makers, technical validation, security review, legal, procurement, and executive approval.
• Strong account planning, discovery, multithreading, champion development, business-case creation, negotiation, and closing skills.
• Credibility with CIOs, CISOs, CTOs, IT leaders, security and compliance teams, finance, operations, and executive buyers.
• The ability to understand complex customer environments and lead the commercial conversation without needing to be the implementation architect.
• A builder's mindset: comfortable creating repeatable process, operating with ambiguity, and influencing product and go-to-market direction.
• Excellent pipeline discipline and forecasting judgment; Salesforce experience is helpful.

Great to have

• Experience selling hardware, cloud, cybersecurity, managed services, professional services, IT outsourcing, or integrated solutions into defense, government, or highly regulated industries.
• Experience at a national solution provider, systems integrator, VAR, MSP, MSSP, cloud partner, or IT-services firm. Backgrounds similar to enterprise sellers from companies such as CDW or SHI are especially relevant.
• Fluency in the Microsoft ecosystem, including Microsoft 365 GCC High licensing, Azure, Azure Government, Entra ID, Intune, Azure Virtual Desktop, secure enclaves, and partner or marketplace motions.
• Knowledge of CMMC, NIST 800-171, DFARS, FedRAMP, CUI environments, or the Defense Industrial Base.
• Experience selling GRC or security-compliance platforms and services.
• An existing network across defense contractors, public-sector organizations, primes, subcontractors, assessors, consultants, or technology partners.

Why this opportunity

You'll join at an inflection point: record growth in the company's Defense business, the launch of an AI-powered end-to-end platform, and a large market searching for a faster, more scalable path to stronger cybersecurity and CMMC readiness. As one of the first enterprise sellers dedicated to Defense AI, you'll have unusual influence over the customers we pursue, the sales motion we build, the product feedback we prioritize, and the team that follows.

Compensation

The expected on-target earnings range for this role is $220,000-$350,000 USD, consisting of base salary and variable compensation. Actual compensation will depend on experience, skills, location, role scope, and level. Additional compensation and benefits may include equity and company-sponsored benefits, subject to the terms of the applicable plans.

Benefits

• Medical, dental, and vision coverage for you and your dependents.
• Flexible paid time off.
• 401(k).
• Paid family leave.
• The opportunity to shape a strategic product line and enterprise business from an early stage.

How we work

Secureframe values in-person collaboration. Under our current policy, employees who live within a defined radius of a the company office are expected to work from the office approximately 30% of the time as an essential function of the role.

Equal opportunity employer

the company is an equal opportunity employer. We are committed to building an environment where every team member can belong, contribute, and do their best work. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other status protected by law.