Account Executive, U.S. Federal Government

We at Security Compass are on a mission to create a world where we can trust technology by enabling organizations to shift left and build secure applications by design. Our flagship product, SD Elements, helps organizations to reduce cyber risks by taking an automated, developer-centric approach to threat modeling, secure development, and compliance. This, combined with our industry-leading e-Learning offerings, allows us to support our customers in accelerating software time-to-market without sacrificing security.

We are continuing our growth trajectory as the worldwide cybersecurity market grows to exceed US$330 Billion by 2027. We are well positioned in the industry as a leader and trusted partners in the development of secure software.  We're looking to grow our Public Sector Sales Team with the addition of a highly successful and results-oriented sales professional. Working in a hyper-growth environment, this is an exciting challenge for a sales professional to maximize their earning potential.  

While the ideal candidate would be in the Mid-Atlantic region, we are open to candidates across the U.S. We are a remote-first company with a head-office in Toronto. 

What you’ll do

• Hunt for net new business within the US Federal and State & Local Government, leveraging prospecting activities and our Channel partnerships for success
• Expand our current business with the US Federal Department of Defense/Civilian with all product lines
• Responsible for driving the end-to-end software sales process, in collaboration with our Channel partners
• Packaging software and enterprise support services to maximize value to customers, driving subscription sales 
• Work with an assigned SDR on prospect for opportunities through cold-calling, existing relationships, inbound sales activities, channel partners and marketing programs
• Drive forecasting efforts against quarterly sales targets and report to management on weekly progress via our CRM (Salesforce)
• Develop and drive a business plan for your assigned accounts in territory
• Travel as required to customer sites, Toronto Headquarters and trade shows or events (up to 30%, less if you are already located near Washington D.C.)

What you’ll need to succeed 

• 5+ years of public sector (US Department of Defence or S&L Government) software sales experience, including existing relationships with decision-makers
• A refined business acumen that effectively uncovers client needs and drives a value-based sale, applying our differentiators as key success factors in our client’s business
• A hunter mentality, always looking for new opportunities to build pipeline and engage new customer conversations
• A solid history of navigating multi-stakeholder sales at the executive Federal and State level
• Proven track record of exceeding quota requirements while being in the top 10% of salespeople in your current or most recent company
• A collaborative, team-player mindset, working with internal stakeholders across marketing, sales and product to drive the best result
• Experience in the application security would be a strong asset
• Experience with Salesforce, LinkedIn Sales Navigator and G Suite an asset

Why Security Compass? 

• Meaningful Work.  We contribute towards making technology in the world more secure and our vision is one of a world where we can trust technology.
• Trust.  It’s important to us that you trust those you work with and are empowered to be yourself. To build this trust and transparency, we encourage open, respectful communication. 
• Innovation.  We encourage you to explore ideas and test new theories, both in your work and in your individual career development plan. 
• Growth.  We make your growth and learning a priority by allocating all our employees with a dedicated learning & growth budget. We give our team members tools and support to be the drivers of their careers and encourage knowledge sharing.
• Life-Work Integration.  We create an environment where you can integrate your work with life in a way that makes sense for you with our hybrid or remote working model, flexible work hours, and unlimited vacation!
• Fun.  We could not have good culture without good fun, and we don’t underestimate its importance. Our casual atmosphere promotes camaraderie, fun and helps bring people together. 
• Embracing Diversity, Inclusion and Equity.  We speak up for inclusion and celebrate diversity in thought. Our goal is to create a safe, equitable workplace where everyone feels like they belong.

What does the interview process look like?

• Phone Interview – You’ll start with a 20-minute phone screen with someone from our Recruitment team to learn more about your background and goals for your next role.
• Hiring Manager Interview (1 hour) - This is an opportunity to meet with the Vice-President, Sales and learn more about the role, the team and the specifics of the role, while they learn more about your job specific experience and how you like to work. 
• Practical Assessment - (60 minutes effort maximum) - A presentation you can create in your own time that can be AI assisted. You will then present your business case to the panel. 
• Panel Presentation - Presentation to our VP, Sales, CRO and Program Manager, U.S. Fed Government
• Culture-Add Interview – 30-minute virtual meeting with either our Chief People & Culture Officer or CEO to learn how your values align with our CCOAR values of Customer Focus, Collaboration, Ownership, Authenticity and Respect. 
  
  

Click here to start imagining your future at Security Compass!

Security Compass is an equal opportunity employer. We are committed to meeting the accessibility needs of all individuals in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code (OHRC). Should you require any accommodation, please inform hr@securitycompass.com  so that an inclusive and barrier free process can be provided for candidates taking part in all aspects of the hiring process.  All information provided will be addressed confidentially.