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About the Role

Secureframe is hiring an Enterprise Account Executive to be a founding seller for their Defense AI product line. This role involves defining how Secureframe wins complex, high-value opportunities within the Defense Industrial Base and adjacent public-sector markets, and establishing an emerging product category into a durable enterprise business. The role focuses on a 90-day sales cycle with contract values from $50K to $500K, requiring strategic selling, account planning, stakeholder management, and market feedback to Product and GTM leaders.

Responsibilities

Own the full enterprise sales cycle from targeted prospecting and executive discovery through solution design, validation, commercial negotiation, procurement, close, and implementation handoff.
Build and execute account strategies for complex Defense Industrial Base, government-contractor, and public-sector opportunities.
Manage a target 90-day sales cycle while preserving the rigor required for $50K–$500K contracts and multi-stakeholder decisions.
Lead discovery across business units, IT, security, compliance, finance, legal, procurement, operations, and executive leadership.
Translate complex environments—including Microsoft 365 GCC High, Azure and Azure Government, Azure Virtual Desktop, secure enclaves, endpoint management, hybrid cloud, on-premises systems, and services dependencies—into a clear commercial plan.
Position Secureframe Defense AI across secure infrastructure, AI-guided CMMC workflows, automated documentation, continuous monitoring, readiness insights, and expert-supported delivery.
Coordinate Sales Engineering, federal and compliance experts, partners, Product, Customer Success, and implementation resources to create credible solutions and phased deployment plans.
Develop executive-level business cases tied to security outcomes, contract eligibility, implementation speed, total cost, operational capacity, and risk reduction.
Create pipeline through account-based outbound, industry relationships, partner ecosystems, referrals, events, and disciplined territory planning.
Maintain accurate opportunity strategy, mutual action plans, next steps, pipeline, and forecasts in Salesforce.
Help establish the enterprise Defense playbook, including qualification, messaging, partner motions, proof points, packaging feedback, and competitive intelligence.

Requirements

5-10+ years of quota-carrying B2B sales experience, including success closing complex mid-market or enterprise opportunities; equivalent demonstrated experience will be considered.
A track record of selling solutions that combine technology, services, implementation, or infrastructure—not just a single-feature software product.
Experience navigating $50K–$500K deals, multiple decision-makers, technical validation, security review, legal, procurement, and executive approval.
Strong account planning, discovery, multithreading, champion development, business-case creation, negotiation, and closing skills.
Credibility with CIOs, CISOs, CTOs, IT leaders, security and compliance teams, finance, operations, and executive buyers.
The ability to understand complex customer environments and lead the commercial conversation without needing to be the implementation architect.
A builder’s mindset: comfortable creating repeatable process, operating with ambiguity, and influencing product and go-to-market direction.
Excellent pipeline discipline and forecasting judgment; Salesforce experience is helpful.

Skills

Salesforce experience
Account planning
Discovery
Multithreading
Champion development
Business-case creation
Negotiation
Closing skills
Microsoft ecosystem
Microsoft 365 GCC High licensing
Azure
Azure Government
Entra ID
Intune
Azure Virtual Desktop
Secure enclaves
Partner or marketplace motions
CMMC
NIST 800-171
DFARS
FedRAMP
CUI environments
GRC platforms
Security-compliance platforms

Location

Remote

Work Type

Hybrid
Full-time

Experience Level

Mid-level
Senior-level

Salary/Compensations

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

Benefits

Medical, dental, and vision coverage for you and your dependents
Flexible paid time off
401(k)
Paid family leave
Equity
Company-sponsored benefits

About the Company

At Secureframe, we’re building the next generation of cybersecurity and compliance software. Thousands of organizations use our platform to strengthen security, automate compliance, and earn trust. We’re backed by leading investors including Kleiner Perkins, Accomplice, Gradient Ventures, BoxGroup, and Village Global.
Secureframe’s Defense business is experiencing record growth. We recently launched Secureframe Defense, an AI-powered platform that helps Defense Industrial Base organizations move from secure-environment deployment through documentation, continuous monitoring, and assessment readiness. Our Defense AI product line combines modern software, secure infrastructure, Microsoft and cloud ecosystems, expert guidance, and services to solve a high-stakes problem for organizations protecting national defense information.

Equal Opportunity

Secureframe is an equal opportunity employer. We are committed to building an environment where every team member can belong, contribute, and do their best work. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, disability status, or any other status protected by law.