Account Executive - PubSec​/US Army

Whether you’re an experienced professional or just getting started, your contributions matter  you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more!

While our company operates remotely, our current hiring strategy is focused on building talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York–New Jersey–Connecticut tri-state area.

Fortra is seeking an experienced Account Executive to grow sales of its defensive cybersecurity solutions across the United States Army. This individual will own the Army territory (not including elements that are considered part of the Intelligence Community), develop strategic customer relationships, and lead opportunities from initial engagement through contract award and account expansion.

The successful candidate will combine a record of cybersecurity sales success with a strong understanding of Army missions, acquisition processes, and decision-making. This role requires a proactive seller who can identify mission needs, build demand, secure executive sponsorship, and coordinate the resources needed to win complex opportunities.

Territory:
United States Army Location :
Remote, United States;
Washington, D.C., metropolitan area preferred

Travel:
Approximately 25–30%, based on customer and business needsWHAT YOU'LL DODevelop and execute a territory plan covering Army commands, enterprise organizations, program offices, installations, and relevant Army National Guard and Army Reserve opportunities.

Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts, and coordination on renewals.

Build relationships with mission owners, cybersecurity leaders, information technology teams, program managers, contracting personnel, and senior decision-makers.

Position Fortra’s defensive cybersecurity capabilities—including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management, and human risk management—against customer requirements.

Connect customer priorities such as protecting sensitive information, reducing cyber risk, advancing Zero Trust, and supporting operational readiness to measurable business and mission outcomes.

Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning, and procurement timelines.

Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations, and closing.

Partner with sales engineers and product specialists to validate technical fit, deployment requirements, and applicable security authorizations.

Develop joint account and opportunity strategies with federal systems integrators, prime contractors, resellers, and distribution partners supporting Army customers.

Coordinate responses to requests for information, requests for proposals, requests for quotations, and other acquisition activities.

Maintain accurate customer relationship management records, opportunity plans, pipeline coverage, and forecasts.

Work with customer success and delivery teams to support adoption, customer satisfaction, and long-term account growth.

Required Qualifications Five or more years of enterprise technology or cybersecurity sales experience, including direct sales to U.S. Army or other Department of War customers.

Demonstrated success meeting or exceeding quota and closing complex…