Sales Director (Account Executive) – Defense Industrial Base

About Synack

Synack’s Penetration Testing as a Service platform manages customers’ attack surfaces by discovering new assets, pentesting for critical vulnerabilities, and gaining visibility into the root causes of security risks. Synack’s PTaaS platform has uncovered more than 71,000 exploitable vulnerabilities to date, protecting a growing list of Global 2000 customers and U.S. agencies in a FedRAMP Moderate Authorized environment.

About You

• Collaborative Relationship Builder: You thrive as part of an empowered team, utilizing creativity and respect to develop deep customer relationships and drive new pipeline opportunities.
• Strategic & Creative Negotiator: You have a proven track record of leading successful, complex deal negotiations with a balance of competitive drive and collaborative problem-solving.
• Complex Account Navigator: You are highly skilled at navigating matrixed, complex accounts to understand their explicit needs and align solutions that directly meet their core objectives.
• Defense & Acquisition Savvy: You understand the nuances of government procurement, commercial buying processes, and the strategic sell-to and sell-through models crucial for successfully navigating the Defense Industrial Base (DIB).

Here’s What You’ll Do

• Lead the Synack DIB Business: Drive growth across the Defense Industrial Base through executive-level planning, strategic account development, and a deep understanding of customer missions, directives, and challenges.
• Build Consultative Relationships: Develop trusted-advisor relationships with key stakeholders and align the broader Synack field team with client needs and strategic objectives.
• Craft Tailored Solutions: Design and propose solutions that meet both near- and long-term testing objectives, leveraging strong business acumen to deliver maximum value.
• Educate & Enable Customers: Guide clients through their modern security testing options, helping them look beyond traditional, legacy support models.
• Drive Revenue & Forecasting: Lead Executive Business Reviews (EBRs) with customers to accurately forecast recurring revenue, identify expansion opportunities, and drive new business.
• Own Account Strategy: Develop comprehensive account strategies and collaborate with cross-functional teams to execute them successfully.
• Collaborate on Go-To-Market Assets: Contribute to and tailor marketing materials, pricing strategies, product feature requests, and licensing models specifically for the DIB market.
• Champion the Synack Value: Consistently demonstrate deep product knowledge and articulate the unique Synack value proposition during customer interactions.

Here’s What You’ll Need

• Education & Experience: A BS/BA degree (or equivalent practical experience) paired with 8+ years of enterprise field sales experience.
• Industry Network: Active, established relationships within the Department of Defense (DoD) or the Defense Industrial Base (DIB).
• Technical Domain Expertise: Proven experience selling cybersecurity solutions, SaaS products, and professional services.
• Public Sector Cybersecurity Knowledge: Strong understanding of cybersecurity compliance requirements for large government agency environments, software factories, and DevSecOps lifecycles.
• Strategic Sales Acumen: Deep knowledge of SaaS business models, with a track record of driving deals from initial top-of-funnel prospecting through execution using sophisticated sell-to and sell-through strategies.
• Executive-Level Communication: Superb verbal and written communication skills, with a demonstrated ability to articulate nuanced delivery models and present complex ideas to executives, stakeholders, and technical product teams.
• Modern Collaboration Skills: High proficiency in leveraging web-based collaboration tools to deliver compelling presentations and work effectively with remote, distributed teams.