SMB Account Executive (Defense & GRC)

Secureframe; United States; Remote; USD 90,000 - 130,000; 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 seeking an SMB Account Executive for Defense & GRC to own a fast-moving, full-cycle sales motion across small business customers in the United States. You will lead with Secureframe’s AI-powered security and GRC stories to help defense contractors protect CUI and achieve CMMC readiness while selling broader GRC solutions.

This is a high-velocity role with 30–50 deals per quarter and growth potential into larger opportunities.

Qualifications

• 2–5+ years of success in a quota-carrying B2B sales role.
• Experience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with both technical and business value.
• Strong discovery, presentation, demo, negotiation, objection-handling, and written communication skills.

Responsibilities

• Own the full sales cycle—from prospecting and qualification through discovery, demo, commercial alignment, close, and handoff.
• Close approximately 30–50 transactions per quarter across Defense and GRC motions.
• Sell Secureframe Defense and GRC products, matching the right solution to customer business, security, and IT goals.
• Maintain accurate pipeline, next steps, forecasting, and activity in Salesforce.
• Provide feedback to Sales Engineering, Marketing, Product, Partnerships, Customer Success, and RevOps.

Skills

Prospecting

Discovery

Demo delivery

Negotiation

Forecasting

Outbound selling

Salesforce

Cybersecurity

Tools

Salesforce

Job description

• As an SMB Account Executive for Defense & GRC, you’ll own a fast-moving, full-cycle sales motion across small-business customers
• You’ll lead with one of Secureframe’s most strategic product stories—using AI, automation, and secure infrastructure to help defense contractors protect CUI and get CMMC ready—while also selling our broader GRC platform. You’ll connect customer needs to the right solution and move from discovery to a clear decision with urgency and care
• This is a velocity role. You’ll build the operating rhythm to close approximately 30–50 deals per quarter across repeatable Defense and GRC motions, while also recognizing and developing larger opportunities that can grow into six-figure contracts
• Success requires disciplined prospecting, excellent discovery, concise product storytelling, and clean execution across a large number of active opportunities
• Own the full sales cycle—from prospecting and qualification through discovery, demo, commercial alignment, close, and clean handoff
• Close approximately 30–50 transactions per quarter by balancing speed, responsiveness, qualification discipline, and customer value
• Sell Secureframe Defense and GRC products, matching the right solution to each customer’s business, security, compliance, and IT goals
• Run practical discovery around business drivers, contract requirements, IT environments, CUI scope, current tools, buying process, urgency, and budget
• Explain how Microsoft Azure, Microsoft 365 GCC High licensing, secure enclaves, Azure Virtual Desktop, and related services fit into the Defense solution—partnering with technical specialists when deeper architecture is required
• Deliver focused Defense and GRC demos and business cases that connect Secureframe’s automation and support to faster readiness, lower operating burden, stronger security, and protected revenue
• Create pipeline through thoughtful outbound outreach, rapid inbound follow-up, referrals, partners, events, and disciplined account research
• Multi-thread with owners, executives, IT, security, compliance, finance, and operations stakeholders without overcomplicating the buying process
• Maintain accurate pipeline, next steps, forecasting, and activity in Salesforce
• Bring customer and market feedback to Sales Engineering, Marketing, Product, Partnerships, Customer Success, and RevOps
• This role is designed for a seller who wants to master a high-velocity motion, develop fluency across Defense, cybersecurity, compliance, and modern IT environments, and grow into larger, more strategic accounts
• Strong performance can create opportunities to move into mid-market, enterprise, strategic, or sales-leadership paths as the business expands. Advancement depends on performance, role readiness, and business needs

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.

You do not need to arrive as a CMMC or Microsoft cloud expert. Experience selling to defense contractors, government suppliers, or public-sector organizations is valuable, but it is not requiredWe are equally interested in strong sellers from cybersecurity, GRC, cloud, managed services, hardware, software, and IT-services backgrounds who can learn quickly, sell a technical AI-powered outcome, and earn credibility with technical and business buyersStrong discovery, presentation, demo, negotiation, objection-handling, and written communication skillsExperience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with both technical and business valueCuriosity, resilience, accountability, and the ability to learn quickly in a fast-changing environment2-5+ years of success in a quota-carrying B2B sales role, or equivalent evidence that you can prospect, run discovery, manage a pipeline, and closeA record of working effectively in a high-velocity environment with many simultaneous opportunities and short decision windowsThe judgment to keep straightforward deals moving while identifying opportunities that deserve deeper discovery and broader stakeholder engagementComfort discussing technical concepts with customers while knowing when to bring in a sales engineer or subject-matter expertA consistent outbound mindset and a willingness to create your own opportunitiesStrong CRM and forecasting habits; Salesforce experience is helpfulFamiliarity with CMMC, NIST 800-171, DFARS, FedRAMP, SOC 2, ISO 27001, or related GRC programsExperience selling into the Defense Industrial Base, federal or state markets, government contractors, or other regulated industriesWorking knowledge of the Microsoft ecosystem, including Azure, Azure Government, Microsoft 365 GCC High licensing, Entra ID, Intune, virtual desktops, or secure enclave modelsExperience selling through or alongside MSPs, MSSPs, VARs, consultants, auditors, or technology partnersExperience at a high-growth company where the product, process, and market evolved quickly