Account Director, National Security

📋 Description

• Own the account relationship across stakeholders and missions.
• Lead all commercial activity: renewals, expansions, and new pipeline.
• Develop and maintain a 12-month rolling account plan with 3x quota.
• Partner with Solutions Architecture to lead demos and PoCs.
• Serve as the internal voice to shape NatSec capabilities.
• Navigate procurement and contract vehicles; plan ahead for budget.

🎯 Requirements

• Active TS/SCI with Full-Scope Poly — required Day 1; US citizenship; no dual.
• 8+ yrs enterprise SaaS sales to IC/DoD, or 4+ yrs with domain knowledge.
• Pre-existing Maryland account relationships or immediate peer network.
• Proven six-to-seven-figure closes in classified gov procurement (IDIQs, OTAs, GWACs).
• Farmer mentality: deep, long-term customer relationships and mission alignment.
• Strong consultative skills; great discovery questions; clear narratives.
• Autonomous and owner-minded: write proposals, build briefs; no reliance.
• Excellent communication in classified and unclassified settings to executives.

🎁 Benefits

• Distributed-first company with hubs in SF, LA, NY, DC, London, Singapore.
• High ownership culture; fast-paced problem solving and impact.
• Slack-first culture; frequent 1:1s and team syncs.
• AI-enabled environment; apply AI to accelerate work.
• Mission-driven, collaborative culture with cross-team collaboration.
• Series C backing; global reach and funding.