SMB Account Executive, Defense & GRC

What you'll do

• Manage sales from prospecting and qualification through discovery, demos, negotiation, close, and handoff; target approximately 30–50 transactions per quarter.
• Sell Defense and GRC solutions, tailoring discovery and product storytelling to customer security, compliance, IT, and business needs.
• Build pipeline, manage forecasts and activity in Salesforce, and collaborate with technical specialists and internal teams.

What they ask for

• 2–5+ years of success in a quota-carrying B2B sales role, or equivalent evidence of prospecting, discovery, pipeline management, and closing ability.
• Experience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with technical and business value.
• Demonstrated ability to manage many simultaneous opportunities in a high-velocity environment with short decision windows.
• Strong discovery, presentation, demo, negotiation, objection-handling, and written communication skills.

Nice to have

• Experience selling to the Defense Industrial Base, government markets, contractors, or other regulated industries.
• Familiarity with CMMC, NIST 800-171, DFARS, FedRAMP, SOC 2, ISO 27001, Microsoft technologies, or partner-led sales.

Pay

$150K – $200K (currency and whether base salary or total pay are not stated)

Tools

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

AI focus

Sell an AI-powered solution featuring AI-guided CMMC workflows, automation, secure infrastructure, automated documentation, continuous control monitoring, and readiness insights.