Commercial Sales Account Executive

About this role

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 is a full-cycle, quota-carrying sales seat on a growing commercial team, and we don't want someone who's looking to coast on inbound.

Your north star is new logos and closed-won revenue. You own the full sales cycle for 2F Game Warden—from first conversation to signed contract—and you're judged on quota attainment, not activity.

This person must also be passionate about the 2F mission. Every deal you close puts a software company's technology in front of warfighters and mission owners faster—cutting deployment timelines from years to weeks. We want someone who closes business and understands why it matters.

You'll prospect, pitch, and close independent software vendors (ISVs) and technology companies who need a fast, credible path to DoW and FedRAMP authorization/certification. Compliance sales is a sea of sameness—generic RFPs, slow legal cycles, buyers who've been burned before. We want you to be the rep who makes 2F Game Warden the obvious choice and gets the deal signed.

This is a hunter's and a closer's role for an experienced seller. You bring proven hunter skills, a track record of closed-won revenue, pipeline hygiene and discipline, and the instinct for navigating technical and procurement stakeholders—and you'll have the autonomy to run your territory like a business, with minimal oversight from leadership. You'll also be looked to as an informal mentor for less experienced reps and as a voice in shaping how the commercial sales team sells.

Note: Candidates must reside in one of our approved hiring hubs:

- DC/Maryland/Virginia

- Raleigh/Durham/Chapel Hill, NC

- Denver/Colorado Springs, CO

- Dallas/Fort Worth, TX

WHAT YOU'LL DO

- 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.

WHAT YOU BRING

- 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. We want to see the deals that closed because you drove them.

- End-to-end ownership: prospecting, discovery, demo, negotiation, and close, with disciplined CRM hygiene throughout.

- Existing relationships and fluency within the defense tech, govtech, or national security ecosystem. (Highly, highly preferred.)

- 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.

The base salary for this position will fall between $110,000-140,000, with an on-target earnings (OTE) range of $220,000-280,000 including uncapped commission. Your ultimate compensation will be determined by professional background, technical proficiency, seniority, and regional cost factors. Furthermore, this opportunity includes potential eligibility for equity awards and discretionary bonuses, rounding out a comprehensive total rewards offering.

SUCCESS AT 2F LOOKS LIKE:

- Viewing obstacles as opportunities for growth

- Having a bias toward action and tangible, measurable results

- Striving to be both compassionate and direct with your feedback

- Being team-oriented and inclusive with your action

PERKS & BENEFITS:

This role is a full time position. As a public benefit corporation, we’re a team of purpose-driven trailblazers transforming the future of U.S. national security. We hire the best to do their best and, as such, we are committed to providing the perks and benefits you need to be successful—both in- and outside the workplace.

We offer you:

- Competitive Salary

- 100% Healthcare, vision and dental coverage

- 401(k) + 3% company

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