Commercial Sales Account Executive

Second Front Systems (2F) is seeking a Commercial Sales Account Executive to drive new business for 2F Game Warden, our authorized DevSecOps platform that enables the authorization and deployment of software onto government and defense networks fast. This role involves owning the full sales cycle, building relationships with independent software vendors and technology companies, and achieving quota attainment.

Responsibilities:

• Own and prioritize a complex book of business selling 2F Game Warden to independent software vendors (ISVs) and technology companies pursuing DoW, IC, and federal civilian markets—allocating your time and resources across accounts to hit team objectives
• Run full-cycle sales—from prospecting and discovery through technical validation, procurement, negotiation, and close—without heavy hand-holding
• Build and manage a healthy pipeline through proactive outbound prospecting, not just inbound leads, consistently exceeding pipeline generation targets
• Clearly articulate how 2F Game Warden accelerates DoW Impact Level and FedRAMP accreditation/certification to both technical buyers (engineering, security) and executive decision-makers
• Navigate multi-stakeholder deal cycles involving procurement, security, compliance, and executive sponsors on the customer side, building relationships up to the VP/C-suite level when needed to keep deals moving
• Partner with solutions engineers to run tailored product demos and technical validation sessions that move deals forward
• Keep an accurate, up-to-date forecast in the CRM and communicate deal status and risk clearly to sales leadership
• Partner with marketing and business development to convert campaigns and warm intros into qualified pipeline
• Help shape sales methodology, messaging, and playbooks for the commercial team based on what you're seeing win (and lose) in the field
• Negotiate contracts and pricing, working with legal and deal desk to close on terms that work for both sides
• Bring an ecosystem-first instinct: build relationships with cloud and channel partners like AWS, Google Cloud, and Carahsoft to source and close deals together

Requirements:

• 5+ years of quota-carrying SaaS or software sales experience, ideally selling technical platforms to ISVs, cloud, or DevSecOps buyers
• A track record of consistently meeting or exceeding quota—and a clear sense of which deals you closed and why
• Experience closing complex, multi-stakeholder deals you actually shipped—not just pipelines that stalled at the technical evaluation
• End-to-end ownership: prospecting, discovery, demo, negotiation, and close, with disciplined CRM hygiene throughout
• The judgment to know when to push a deal forward and when to walk away—and the discipline to keep a forecast honest every time
• Comfort operating in a fast-moving environment with long, technical sales cycles and high standards
• Willingness to travel for customer meetings, demos, and industry events, plus a Salesforce (or similar CRM) fluency that keeps your pipeline visible
• Existing relationships and fluency within the defense tech, govtech, or national security ecosystem