The Roll:
You9ll own new business and expansion across the Department of War (still legally the Department of Defense, whichever letterhead is in stock this quarter) - the military services, combatant commands, defense agencies, and the primes and systems integrators who build for them. That means working DISA, SEWP, ITES, and OTA vehicles as fluently as you work a discovery call, and building relationships with program managers, service CISOs, and the acquisition officers and primes who carry deals across the finish line.
Success looks like a pipeline anchored to real mission need - force protection, counter-disinformation, defense industrial base security - and a first year where you9ve closed at least one flagship account that opens doors across a service or command.
You9ll Thrive here if...
- You understand defense budget cycles and can plan a quarter around them instead of reacting to them
- You can sell through a prime or SI - in defense, the prime is often the actual signer, and you9re comfortable being the person behind the person
- You9re fluent in the acquisition alphabet: OTAs, IDIQs, task orders, and how each one actually gets funded
- You9ve sold into DoD before and know the difference between a program office9s priorities and a contracting office9s process
- You can talk mission with a warfighter and requirements with a program manager, in the same week, without switching personas
Requirements:
- An active TS/SCI clearance or recent experience operating in a cleared environment
- 7+ years of enterprise or public sector security sales experience, with a track record of closing new logos
- Working knowledge of defense procurement - OTAs, IDIQs, DISA/SEWP/ITES vehicles, or task order competitions
- Experience selling through primes, systems integrators, or channel partners
- Ability to navigate long, multi-stakeholder sales cycles without losing momentum
Would love, but wont hold it against you...
- Existing relationships with defense program offices, service CISOs, or defense-focused SI partners
- Experience selling cybersecurity, threat intelligence, or digital risk protection specifically
- An active security clearance, or recent experience operating in a cleared environment
- Familiarity with FedRAMP and what it does and doesn9t require of a vendor like ZeroFox
Benefits:
- Comprehensive health, dental, and vision (Cigna)
- 401(k) with 3% match, 100% immediately vested
- HSA with quarterly company contributions
- Company-paid short/long-term disability, life and AD&D insurance
- Employee Assistance Program (EAP) - confidential counseling, legal, and financial support
- Pet insurance and discount program
- $300,000-$350,000 OTE
