Enterprise Account Executive (Defense AI)

Secureframe; United States; Remote; USD 200,000 - 2,000,000; Full time

Benefits offered by this job

Paid family leave

Comprehensive health coverage

Unlimited vacation

Team activities and offsites

Career development

Work from anywhere in the US

Job summary

Secureframe is hiring an Enterprise Account Executive to help shape and lead the Defense product line in the Defense Industrial Base and adjacent public-sector markets. You will own an end-to-end enterprise sales process, spanning prospecting, discovery, solution design, negotiation, and delivery, with 50K–500K deals and a 90-day cycle.

You will build account plans, develop champions, coordinate specialists, and bring market feedback to Product and GTM leaders to scale Secureframe’s Defense

Qualifications

• 5-10+ years of quota-carrying B2B sales experience, including success closing complex mid-market or enterprise opportunities; equivalent demonstrated experience will be considered.
• 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.

Responsibilities

• 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.
• Lead discovery across business units, IT, security, compliance, finance, legal, procurement, operations, and executive leadership.
• 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.

Skills

Quota-carrying

B2B sales

Enterprise sales

Account planning

Multi-threading

Business-case creation

Negotiation

Closing

Pipeline discipline

Salesforce

CMMC knowledge

Security/compliance

Defense/Government sales

Tools

Salesforce

Job description

• We’re hiring an Enterprise Account Executive to become one of the founding enterprise sellers for our Defense product line. You’ll help define how Secureframe 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 Secureframe’s Defense business
• 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 Secureframe Defense 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
• You’ll join at an inflection point: record growth in Secureframe’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, 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

Benefits

• Paid family leave - We encourage all parents to spend time with their children whether or not they are the primary caregiver. For either birthing or non-birthing parents, we provide 100% pay for 8 weeks.
• Comprehensive health coverage — We care about our team’s well being — like, a lot. That’s why we offer premium health, dental, and vision benefits for you and your dependents.
• Unlimited vacation - We encourage our team to take the time they need to rest and recharge. (Just don’t forget to share a few vacation snaps on Slack!)
• Team activities and offsites — We value having fun and spending time as a team. Regular company activities, meetups, and offsites help us stay connected and grow together.
• Career development — From online classes and certifications to in-person training, we offer resources for ongoing personal and career growth.
• Work from anywhere in the US - We’re a remote-first company with team members coast to coast.

A track record of selling solutions that combine technology, services, implementation, or infrastructure—not just a single-feature software productA builder’s mindset: comfortable creating repeatable process, operating with ambiguity, and influencing product and go-to-market direction5-10+ years of quota-carrying B2B sales experience, including success closing complex mid-market or enterprise opportunities; equivalent demonstrated experience will be consideredThe ability to understand complex customer environments and lead the commercial conversation without needing to be the implementation architectExperience navigating $50K–$500K deals, multiple decision-makers, technical validation, security review, legal, procurement, and executive approvalStrong account planning, discovery, multithreading, champion development, business-case creation, negotiation, and closing skillsExcellent pipeline discipline and forecasting judgment; Salesforce experience is helpfulCredibility with CIOs, CISOs, CTOs, IT leaders, security and compliance teams, finance, operations, and executive buyersExperience selling GRC or security-compliance platforms and servicesExperience selling hardware, cloud, cybersecurity, managed services, professional services, IT outsourcing, or integrated solutions into defense, government, or highly regulated industriesExperience 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 relevantFluency 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 motionsKnowledge of CMMC, NIST 800-171, DFARS, FedRAMP, CUI environments, or the Defense Industrial BaseAn existing network across defense contractors, public-sector organizations, primes, subcontractors, assessors, consultants, or technology partners