synack · Remote in the Washington, D.C. Area · US
<p class="p1">NetSPI+Synack is a leader in offensive security, combining elite human expertise with agentic AI to help organizations identify, validate, prioritize, and remediate exploitable risk across their entire attack surface. Its platform delivers expert-validated testing in depth, continuously, or on demand, from pre-production code to live production environments, so security teams can separate vulnerability noise from real risk, including the growing threat of AI-driven attacks. With global reach and more than 13 million hours of real-world offensive testing experience, NetSPI+Synack serves many of the world's largest enterprises and government organizations with one ambition: nothing left to exploit.<span class="Apple-converted-space"> </span></p> <p class="p1">We are looking for individuals with a collaborative, innovative, and customer-first mindset to join our team. Learn more about our award-winning workplace culture and get to know our A-Team at <a href="http://www.netspi.com/careers">www.netspi.com/careers</a> and <a href="http://www.synack.com/careers">www.synack.com/careers</a>.</p> <p>As the Sales Director (Account Executive) responsible for the Defense Industrial Base, you will drive business to deliver new logos and growth as part of the Public Sector team.</p> <p>Sounds interesting? Keep reading...</p> <p><strong>About You</strong></p> <ul> <li><strong>Collaborative Relationship Builder:</strong> You thrive as part of an empowered team, utilizing creativity and respect to develop deep customer relationships and drive new pipeline opportunities.</li> <li><strong>Strategic & Creative Negotiator:</strong> You have a proven track record of leading successful, complex deal negotiations with a balance of competitive drive and collaborative problem-solving.</li> <li><strong>Complex Account Navigator:</strong> You are highly skilled at navigating matrixed, complex accounts to understand their explicit needs and align solutions that directly meet their core objectives.</li> <li><strong>Defense & Acquisition Savvy:</strong> You understand the nuances of government procurement, commercial buying processes, and the strategic sell-to and sell-through models crucial for successfully navigating the Defense Industrial Base (DIB).</li> </ul> <p><strong>Here’s what you'll do</strong></p> <ul> <li><strong>Lead the Synack DIB Business:</strong> Drive growth across the Defense Industrial Base through executive-level planning, strategic account development, and a deep understanding of customer missions, directives, and challenges.</li> <li><strong>Build Consultative Relationships:</strong> Develop trusted-advisor relationships with key stakeholders and align the broader Synack field team with client needs and strategic objectives.</li> <li><strong>Craft Tailored Solutions:</strong> Design and propose solutions that meet both near- and long-term testing objectives, leveraging strong business acumen to deliver maximum value.</li> <li><strong>Educate & Enable Customers:</strong> Guide clients through their modern security testing options, helping them look beyond traditional, legacy support models.</li> <li><strong>Drive Revenue & Forecasting:</strong> Lead Executive Business Reviews (EBRs) with customers to accurately forecast recurring revenue, identify expansion opportunities, and drive new business.</li> <li><strong>Own Account Strategy:</strong> Develop comprehensive account strategies and collaborate with cross-functional teams to execute them successfully.</li> <li><strong>Collaborate on Go-To-Market Assets:</strong> Contribute to and tailor marketing materials, pricing strategies, product feature requests, and licensing models specifically for the DIB market.</li> <li><strong>Champion the Synack Value:</strong> Consistently demonstrate deep product knowledge and articulate the unique Synack value proposition during customer interactions.</li> </ul> <p><strong>Here’s what you’ll need</strong></p> <ul> <li><strong>Education & Experience:</strong> A BS/BA degree (or equivalent practical experience) paired with 8+ years of enterprise field sales experience.</li> <li><strong>Industry Network:</strong> Active, established relationships within the Department of Defense (DoD) or the Defense Industrial Base (DIB).</li> <li><strong>Technical Domain Expertise:</strong> Proven experience selling cybersecurity solutions, SaaS products, and professional services.</li> <li><strong>Public Sector Cybersecurity Knowledge:</strong> Strong understanding of cybersecurity compliance requirements for large government agency environments, software factories, and DevSecOps lifecycles.</li> <li><strong>Strategic Sales Acumen:</strong> Deep knowledge of SaaS business models, with a track record of driving deals from initial top-of-funnel prospecting through execution using sophisticated sell-to and sell-through strategies.</li> <li><strong>Executive-Level Communication:</strong> Superb verbal and written communication skills, with a demonstrated ability to articulate nuanced delivery models and present complex ideas to executives, stakeholders, and technical product teams.</li> <li><strong>Modern Collaboration Skills:</strong> High proficiency in leveraging web-based collaboration tools to deliver compelling presentations and work effectively with remote,