SMB Account Executive, Defense AI & GRC at Secureframe · LumiJobs

Responsibilities

As an SMB Account Executive for Defense AI & 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 AI 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.
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 AI 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 AI solution—partnering with technical specialists when deeper architecture is required.
Deliver focused Defense AI 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.

SMB Account Executive, Defense AI & GRC

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Secureframe

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