Enterprise Account Executive, Defense

What you'll do

• Own the enterprise sales cycle from prospecting and discovery through negotiation, close, and implementation handoff.
• Develop account strategies, business cases, and multi-stakeholder relationships for complex opportunities.
• Coordinate internal and external experts, maintain pipeline and forecasts, and help shape the Defense sales playbook.

What they ask 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.
• Track record selling solutions that combine technology, services, implementation, or infrastructure.
• Experience navigating $50K–$500K deals and complex stakeholder, technical validation, security review, legal, procurement, and executive approval processes.
• Strong account planning, discovery, champion development, business-case creation, negotiation, and closing skills.

Nice to have

• Experience selling into defense, government, or highly regulated industries, or at a solution provider, systems integrator, VAR, MSP, MSSP, cloud partner, or IT-services firm.
• Microsoft ecosystem fluency or knowledge of CMMC, NIST 800-171, DFARS, FedRAMP, CUI environments, or the Defense Industrial Base.

Pay

$220,000–$350,000 USD total pay (on-target earnings, consisting of base salary and variable compensation)

Tools

Microsoft 365 GCC High, Azure, Azure Government, Azure Virtual Desktop, Salesforce, Entra ID, Intune

AI focus

Sell an AI-powered platform with AI-guided CMMC workflows; the role also provides market feedback to product leaders.