Strategic Account Executive — Navy Growth

Frontdoor Defense; Arlington (VA); Hybrid; USD 180,000 - 200,000; Full time

Benefits offered by this job

401(k) match

Unlimited PTO

Medical, dental, and vision coverage

Parental leave

Stipends for family-forming needs

Gender-affirming care

Job summary

Cape seeks an Account Executive to drive Navy contracts from Arlington, VA. You will position privacy and security solutions to US Navy customers, navigate procurement processes, and build long‑term government partnerships.

Enterprise sales experience and cyber/security domain knowledge are essential to translate complex capabilities into mission outcomes. The role requires an active TS/SCI clearance, up to 75% travel, and relocation support.

Qualifications

• 5+ years in customer-facing roles or equivalent government experience.
• Bachelor's degree or equivalent hands-on experience in a technical field.
• Strong communication and relationship-building skills with government clients.
• Active TS/SCI clearance and willingness to travel up to 75%.

Responsibilities

• Close Navy contracts and exceed annual sales targets.
• Develop and execute strategic Navy account plans and manage relationships.
• Navigate government procurement processes and contracting vehicles.
• Identify upsell/cross-sell opportunities within government accounts.

Skills

Customer-facing experience

Strong communication skills

Gritty technical mindset

Government/procurement domain know-how

Active TS/SCI clearance

Willingness to travel up to 75%

Education

Bachelor's degree in Computer Science or related field

Job description

Account Executive, Navy

Close multi-year Navy contracts by executing strategic government-account plans

Location: Arlington, Virginia

Compensation: $180,000 - 200,000 USD / year

About The Role

Account Executive

As an Account Executive at Cape, your mission is to drive revenue growth by effectively positioning our proprietary privacy and security first solutions to the United States Navy. You will act as a trusted advisor, understanding the unique needs of government clients, navigating the complexities of government procurement, and delivering solutions that align with their missions. Your role is pivotal in establishing Cape as a key partner to the Navy, ensuring both immediate sales success and long-term strategic relationships.

What You'll Work On

• Revenue Generation: Achieve or exceed annual sales targets by closing new business deals with the Navy. Expand the Cape's footprint within existing government accounts by identifying and pursuing upsell and cross-sell opportunities.
• Strategic Account Management: Develop and execute comprehensive account plans for key Navy engagements, including strategies for relationship building, opportunity identification, and long-term account growth. Maintain deep knowledge of government procurement processes and contracting vehicles, ensuring successful navigation through complex sales cycles (such as the DOW's Planning, Programming, Budgeting, and Execution (PPBE) and Program Objective Memorandum (POM) processes).
• Pipeline Development: Build and maintain a robust sales pipeline through proactive outreach, relationship building, and effective lead generation strategies. Collaborate with marketing and business development teams to identify new opportunities and generate qualified leads.
• Client Satisfaction and Retention: Deliver exceptional client service by understanding and addressing the needs of USG clients, leading to high levels of satisfaction and long-term partnerships. Serve as the primary point of contact for government clients, ensuring smooth communication, timely responses, and effective resolution of any issues or concerns.
• Market and Competitive Intelligence: Stay informed about industry trends, government initiatives, and competitive landscape to position Cape as a leading solution provider in the government sector. Provide feedback to product and marketing teams on market needs and competitive intelligence, contributing to the continuous improvement of Cape's offerings.

Experience

• 5+ years of experience working in customer-facing roles (account executive, customer success, solutions engineer, or related discipline), or equivalent government experience.
• Bachelor's degree in Computer Science or related field, or equivalent hands-on experience, including the ability to quickly develop and tailor scripts or technical solutions to meet customer deployment needs.
• Gritty technical skills. We don't need you to be shipping code to prod. But you enjoy automating tasks as necessary to make sure we deliver for our customers.
• Domain experience in cyber operations, privacy, security, telecommunications or related fields.
• Experience in enterprise sales, especially at early stage companies focused on defense.
• Exceptional written and verbal communication skills.
• Adaptive and introspective; willing to learn, guide, lead and follow.
• Active U.S. TS/SCI clearance.
• Willingness to travel up to 75%.
• Based in DC or New York. Relocation assistance available.

Compensation

We offer competitive compensation that is geo-adjusted based on your location, along with meaningful equity so you share in the value you help create. Salary range for this role in Washington, DC is $180-200K depending on experience and interview performance.

Our benefits include:

• 401(k) match
• Unlimited PTO
• 100% coverage of medical, dental, and vision premiums for you and your dependents
• 12 weeks paid parental leave (for all parents, no waiting period)
• Stipends for
  • Family-forming needs
  • Gender-affirming care

Our Culture & Values

• We hire excellent people, give them outsized responsibility, and trust them to execute. Every person at Cape has a proven track record of tackling hard problems and winning.
• We believe that personal privacy and national security are not at odds, and that they can be reconciled through strong technology.
• We believe that a stronger company and a better product are built by people from all walks of life. We hire without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, gender identity, age, marital status, disability, or Veteran status. If you are great at what you do, you belong here.