Enterprise Account Executive, Defense AI at Secureframe · LumiJobs

Responsibilities

We’re hiring an Enterprise Account Executive to become one of the founding enterprise sellers for our Defense AI product line. You’ll help define how Secureframe wins complex, high-value opportunities across the Defense Industrial Base and adjacent public-sector markets—and help turn an emerging product category into a durable enterprise business.
You’ll own a target sales motion of approximately 90 days, with typical contract values ranging from $50K to $500K. These opportunities can span complex IT environments, multiple business units, security and compliance programs, Microsoft licensing, cloud and on-premises infrastructure, secure enclaves, implementation services, and executive-level transformation priorities.
This is a builder role for a strategic seller. You’ll create account plans, develop champions, multi-thread technical and executive stakeholders, coordinate experts, shape business cases, navigate procurement, and close. Just as importantly, you’ll bring the voice of the market back to Product and GTM leaders as we build the future of Secureframe’s Defense business.
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.

Qualification

Experience navigating $50K–$500K dealsStrong account planningCredibility with CIOsA builder’s mindsetExperience selling hardwareFluency in the Microsoft ecosystemKnowledge of CMMC

Required

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.
Experience selling hardware, cloud, cybersecurity, managed services, professional services, IT outsourcing, or integrated solutions into defense, government, or highly regulated industries.
Experience at a national solution provider, systems integrator, VAR, MSP, MSSP, cloud partner, or IT-services firm. Backgrounds similar to enterprise sellers from companies such as CDW or SHI are especially relevant.
Fluency in the Microsoft ecosystem, including Microsoft 365 GCC High licensing, Azure, Azure Government, Entra ID, Intune, Azure Virtual Desktop, secure enclaves, and partner or marketplace motions.
Knowledge of CMMC, NIST 800-171, DFARS, FedRAMP, CUI environments, or the Defense Industrial Base.

Enterprise Account Executive, Defense AI

Responsibilities

Qualification

Required

Benefits

Company

Secureframe

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