About the roleAs 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.
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 required. We 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 buyers.
What you'll do- 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.
What we're looking for- 2-5+ years of success in a quota-carrying B2B sales role, or equivalent evidence that you can prospect, run discovery, manage a pipeline, and close.
- Experience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with both technical and business value.
- A record of working effectively in a high-velocity environment with many simultaneous opportunities and short decision windows.
- Strong discovery, presentation, demo, negotiation, objection-handling, and written communication skills.
- The judgment to keep straightforward deals moving while identifying opportunities that deserve deeper discovery and broader stakeholder engagement.
- Comfort discussing technical concepts with customers while knowing when to bring in a sales engineer or subject-matter expert.
- A consistent outbound mindset and a willingness to create your own opportunities.
- Strong CRM and forecasting habits; Salesforce experience is helpful.
- Curiosity, resilience, accountability, and the ability to learn quickly in a fast-changing environment.
Great to have- Experience selling into the Defense Industrial Base, federal or state markets, government contractors, or other regulated industries.
- Familiarity with CMMC, NIST 800-171, DFARS, FedRAMP, SOC 2, ISO 27001, or related GRC programs.
- Working knowledge of the Microsoft ecosystem, including Azure, Azure Government, Microsoft 365 GCC High licensing, Entra ID, Intune, virtual desktops, or secure enclave models.
- Experience selling through or alongside MSPs, MSSPs, VARs, consultants, auditors, or technology partners.
- Experience at a high-growth company where the product, process, and market evolved quickly.
Your growth pathThis 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- Medical, dental, and vision coverage for you and your dependents.
- Flexible paid time off.
- 401(k).
- Paid family leave.
- The opportunity to join an early, high-impact team shaping a fast-growing business.
How we workSecureframe values in-person collaboration. Under our current policy, employees who live within a defined radius of a Secureframe office are expected to work from the office approximately 30% of the time as an essential function of the role.
