SMB Account Executive, Defense & GRC

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. Our Defense AI business is experiencing record growth as organizations across the Defense Industrial Base look for a faster, more practical way to meet CMMC requirements. Secureframe Defense AI combines secure infrastructure, AI-guided CMMC workflows, automated documentation, continuous control monitoring, real-time readiness insights, and expert support in one platform. It gives sellers a differentiated story: help customers secure CUI, accelerate CMMC readiness, and reduce the cost and complexity of operating a compliant environment. Alongside Defense AI, our GRC products help companies achieve and maintain frameworks such as SOC 2, ISO 27001, HIPAA, PCI DSS, and more. About the role 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. What you’ll do 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. Bring customer and market feedback to Sales Engineering, Marketing, Product, Partnerships, Customer Success, and RevOps. What we’re looking for 2-5+ years of success in a quota-carrying B2B sales role, or equivalent evidence that you can prospect, run discovery, manage a pipeline, and close. Experience selling cybersecurity, compliance, cloud, managed services, IT services, business software, hardware, or another solution with both technical and business value. A record of working effectively in a high-velocity environment with many simultaneous opportunities and short decision windows. Strong discovery, presentation, demo, negotiation, objection-handling, and written communication skills. The judgment to keep straightforward deals moving while identifying opportunities that deserve deeper discovery and broader stakeholder engagement. Comfort discussing technical concepts with customers while knowing when to bring in a sales engineer or subject-matter expert. A consistent outbound mindset and a willingness to create your own opportunities. Strong CRM and forecasting habits; Salesforce experience is helpful. Curiosity, resilience, accountability, and the ability to learn quickly in a fast-changing environment. Great to have Experience selling into th