Account Executive; Department of Defense
Description
About OffSec
Founded in 2006 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is the leading provider of continuous professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s distinct pedagogy and practical, hands-on learning help organizations fill the infosec talent gap by training their teams on today’s most critical skills.
Become a part of our global presence and work from anywhere! With customers in 150+ countries and team members across 40+ countries, OffSec fosters a global, remote-first culture that values innovation and diversity. Our team includes internationally recognized cybersecurity experts, speakers, and professionals from top enterprises and government agencies.
Think you can outwork, outlearn, and out-hustle the competition? Good. We like people who TRY HARDER.
Excited about our mission and what we do? Apply and join us!
About the Job
OffSec is seeking an Account Executive to grow our business across the Department of Defense. This individual contributor role owns the full sales cycle across an assigned set of DoD accounts—from account research and first contact through discovery, qualification, proposal development, contracting, and close.
Your territory will cover an assigned portion of the DoD, including specific military services, commands, and agencies [service coverage to be confirmed]. You’ll protect and expand the program offices that already buy from OffSec, and open new ones across cyber units, training organizations, and schoolhouses.
Much of this revenue is re-purchased annually by program offices rather than held on multi-year contracts. Success requires early engagement, a clear view of which programs are funded for another cycle, fluency in DoD 8140 and how federal money moves, and the ability to work through contract vehicles and partners. You’ll work closely with our partner team and Customer Success.
About you
You know the DoD. You understand how commands, program offices, and training organizations set requirements and buy, and you know the difference between a contract vehicle with option years and a program office that happens to buy again.
You’re fluent in how federal money moves. You plan around the September fiscal year end, appropriations timing, and continuing resolutions, and you know that a quarter of delay in this segment can cost a year rather than a quarter.
You’re a self-starter and a relationship builder. You develop program champions, navigate across operational, training, and contracting stakeholders, and keep long buying processes moving.
Above all, you’re accountable for results and believe in OffSec’s mission: helping organizations develop the skills to defend against real-world threats. You approach each opportunity with curiosity, integrity, and a commitment to creating lasting customer value.
Duties and Responsibilities
Own the full sales cycle and DoD results. Manage opportunities across your assigned services and commands from account research and first contact through contracting and close, and take responsibility for your assigned revenue goals.
Deepen the base. Protect and expand the program offices that compound year over year, growing existing relationships into broader, recurring programs.
Build renewal rigor. Engage early on annually re-purchased business, forecast accurately, and know well in advance which programs are funded for another cycle.
Generate your own pipeline. Identify, research, and prioritize cyber units, training commands, schoolhouses, and program offices within your coverage, and proactively create qualified opportunities.
Plan against DoD 8140. Align account plans to DoD 8140 cyber workforce qualification requirements and the DoD Cyber Workforce Framework, and position OffSec where it supports them.
Navigate DoD contracting and funding. Work through contract vehicles, BPAs, set-asides, and partners, and plan pursuits around the federal budget cycle and fiscal year-end timing.
Work with the partner and channel teams. Coordinate with resellers and prime contractors where a deal routes through a contract vehicle or an existing program.
Lead consultative discovery and qualification. Understand each unit’s mission, workforce requirements, capability gaps, funding source, decision process, and timeline.
Partner with Customer Success on adoption and account health. Build joint account plans, track usage and engagement, and show program owners the readiness outcomes their investment has produced.
Maintain accurate CRM records and forecasts. Document stakeholders, funding status, contract path, and next steps, and identify deal risks early.
Qualifications
3–5 years of B2B sales experience, including full-cycle selling into the Department of Defense.
A demonstrated track record of winning and growing DoD business, including protecting and expanding programs that re-purchase annually.
Fluency in how federal money moves, including the September fiscal year end, appropriations timing, and continuing resolutions.
Working knowledge of federal contracting, including contract vehicles, BPAs, set-asides, and how to work alongside resellers and prime contractors.
Familiarity with DoD 8140 and the DoD Cyber Workforce Framework, and how they shape training and qualification requirements.
Strong consultative selling and communication skills, including uncovering needs, communicating mission value, and engaging operational, training, and contracting stakeholders.
Proficiency with CRM systems, including accurate pipeline management and forecasting. Salesforce or comparable CRM experience is relevant.
Preferred qualifications:
Existing relationships within DoD cyber and training organizations, such as service cyber components, CYBERCOM, SOCOM, or DISA.
An active security clearance, or eligibility to obtain one.
Military service or prior experience supporting DoD cyber operations or workforce development.
Experience selling SaaS, cybersecurity, technical training, or workforce development solutions.
Training in or practical experience applying MEDDPICC and/or Command of the Message to support opportunity qualification and value messaging.
EEO
OffSec provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.