Sales Representative - Cyber

Kratos Defense and Security Solutions; Herndon (VA); Hybrid; USD 70,000 - 100,000; Full time

Benefits offered by this job

Medical, Dental & Vision Insurance

401(k) Savings Plan

Employee Stock Purchase Plan (ESPP)

Paid Time-Off (PTO)

Holidays

Education Reimbursement

Job summary

Kratos Defense and Security Solutions seeks a Sales Representative for Kratos Cyber to drive full-cycle cybersecurity and compliance services sales in the U.S. You will build trusted relationships with federal and commercial customers, conduct discovery, and close opportunities with compelling proposals.

You will leverage FedRAMP/CMMC expertise, coordinate with delivery teams, and manage proposals, quotes, and SOWs. Some travel is required in a fast-paced, hybrid environment.

Qualifications

• Minimum 2 years of consultative, technical, professional services, or cybersecurity sales experience.
• Familiarity with cybersecurity compliance frameworks FedRAMP and CMMC is required.
• Strong communication, relationship-building, presentation and customer engagement skills.
• Experience conducting discovery, qualifying opportunities, and managing full sales lifecycle.
• Experience developing proposals, quotes, and SOWs that align requirements with services.
• Ability to explain technical/compliance concepts to varied audiences.
• Proficiency with Microsoft Office (Word, Excel, PowerPoint, Outlook).
• Experience using CRM for pipeline, forecasting, and relationships.
• Organizational, prioritization, and time-management skills; ability to manage multiple opportunities.
• Experience coordinating contract, legal, and procurement activities.
• Understanding of cybersecurity services, cloud tech, and regulated environments.
• Willingness to travel for engagements and events.

Responsibilities

• Develop, manage, and close a pipeline of cybersecurity and compliance services to meet sales targets.
• Conduct consultative discovery to understand customer objectives and align Kratos Cyber solutions.
• Generate new business opportunities via outbound prospecting, marketing leads, partners, events, and networking.
• Prepare and deliver proposals, quotes, and SOWs addressing customer needs.
• Communicate Kratos Cyber's value proposition and differentiators to customers.
• Build trusted relationships throughout the sales lifecycle from initial engagement to post-sale support.
• Collaborate with technical, delivery, and leadership teams on customer solutions and proposals.
• Maintain accurate pipeline, activity tracking, forecasting, and opportunity records in CRM.
• Coordinate contract negotiations, legal reviews, and procurement activities.
• Stay informed on cybersecurity trends and frameworks to position Kratos Cyber offerings.
• Monitor market activity, competitors, and emerging customer needs for opportunities.
• Represent Kratos Cyber at meetings, industry events, and conferences.
• Contribute to process improvements and growth initiatives.

Skills

Consultative sales

Cybersecurity sales

FedRAMP/CMMC knowledge

CRM proficiency

Proposal development

Communication skills

Microsoft Office

Travel readiness

Tools

CRM platforms

Job description

Job Description

Readiness Delivered. Kratos is a leader in assured aerospace communication solutions and services. We are cutting-edge innovators and creative problem solvers working collaboratively to solve our customers’ toughest challenges. Our culture is fast-paced and innovative. We are a trusted partner—driven by doing the right thing and achieving maximum success for our customers, our partners and ourselves. The Sales Representative plays a key role in driving customer success, retention, and growth for Kratos Cyber. This role requires strong communication and relationship-building skills, the ability to understand customer needs, and the capability to align those needs with Kratos Cyber's cybersecurity and compliance service offerings. The ideal candidate is organized, proactive, and experienced in full-cycle sales within a technical, professional services, or cybersecurity environment, with familiarity with FedRAMP and CMMC compliance frameworks required.

Key Responsibilities

• Develop, manage, and close a pipeline of cybersecurity and compliance services opportunities to achieve or exceed sales targets.
• Conduct consultative discovery conversations to understand customer business objectives, challenges, and requirements, and align Kratos Cyber solutions accordingly.
• Generate new business opportunities through outbound prospecting, marketing-generated leads, partner relationships, industry events, and networking activities.
• Prepare and deliver proposals, quotes, and statements of work (SOWs) that accurately address customer needs and objectives.
• Effectively communicate Kratos Cyber's value proposition, service offerings, and differentiators to prospective and existing customers.
• Build and maintain trusted relationships with customers and stakeholders throughout the sales lifecycle, from initial engagement through post-sale support.
• Partner with technical, delivery, and leadership teams to develop timely, accurate, and compelling customer solutions and proposal responses.
• Maintain accurate pipeline management, activity tracking, forecasting, and opportunity records within CRM systems.
• Coordinate contract negotiations, legal reviews, procurement activities, and other sales support functions with internal and external stakeholders.
• Stay informed on cybersecurity trends, compliance requirements, and industry frameworks, including FedRAMP and CMMC, to effectively position Kratos Cyber's services.
• Monitor market activity, competitive offerings, and emerging customer needs to identify new business opportunities.
• Represent Kratos Cyber at customer meetings, industry conferences, trade shows, and networking events.
• Contribute to sales process improvements, operational efficiencies, and strategic growth initiatives that support company objectives.

Experience And Skills

• Minimum 2 years of experience in consultative, technical, professional services, or cybersecurity sales, with a demonstrated track record of meeting or exceeding sales quotas.
• Familiarity with cybersecurity compliance frameworks, particularly FedRAMP and CMMC, is required.
• Strong communication, relationship-building, presentation, and customer engagement skills.
• Experience conducting discovery conversations, qualifying opportunities, and managing the full sales lifecycle.
• Experience developing proposals, quotes, and Statements of Work (SOWs) that align customer requirements with service offerings.
• Ability to effectively communicate technical and compliance-related concepts to a variety of audiences.
• Proficiency with Microsoft Office Suite (Word, Excel, PowerPoint, and Outlook).
• Experience utilizing CRM platforms to manage pipeline, forecasting, activity tracking, and customer relationships.
• Strong organizational, prioritization, and time-management skills with the ability to manage multiple opportunities simultaneously.
• Experience coordinating contract, legal, and procurement activities throughout the sales process.
• Understanding of cybersecurity services, cloud technologies, and compliance requirements within regulated environments.
• Willingness to travel as needed for customer engagements, industry conferences, and company events.

Preferred Skills/Experience

• Experience working with or for Management Consulting firms, Systems Integrators, Federal Contractors, or Professional Services organizations.
• Experience supporting federal, defense, or other regulated‑industry customers.
• Ability to develop and deliver executive‑level presentations and customer‑facing communications.
• Demonstrated ability to influence stakeholders, build consensus, and establish trusted advisor relationships.
• Experience collaborating with technical and delivery teams to develop customer solutions and proposal responses

LI‑Hybrid

Competitive salary based on experience and education

Base Salary Range: $70,000-$100,000 + commission

Kratos is valued for our ability to design and deliver leading edge, resilient solutions for aerospace communication, control, awareness and mission success across a continuum of offerings—from commercial to tailored custom solutions and integrated programs. Customers trust us to stay relevant and know we are in it for the long‑haul. We bring both the capability and confidence that our customers value and depend on. And we always deliver.

This posting will close within 90 days from the Posting Date.

Job Benefits

• Medical, Dental & Vision Insurance Coverage
• Life/ADD & Short/Long Term Disability Insurance
• 401(k) Savings Plan
• Employee Stock Purchase Plan (ESPP)
• Paid Time‑Off (PTO)
• Holidays
• Education Reimbursement

EEO Is The Law

Kratos Defense is an Equal Opportunity EOE, Minorities, Females, Vet, Disabled, Sexual Orientation, Gender Identity or any other protected class. All qualified job seekers are encouraged to apply. Kratos Defense is committed to America's veterans by providing opportunities for them to continue contributing after service to our nation. We also work to provide reasonable accommodations to individuals with disabilities.

Disability Accessibility Accommodation

If you require an accommodation to navigate or apply to our careers site, please send your request to [e-mail] or call 858‑964‑2916. Any inquires not related to requesting an accommodation will be discarded.

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The company will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant.

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