Commercial Sales Account Executive

About the 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.

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.

Absent existing relationships and fluency within the defense tech, govtech, or national security ecosystem, candidates should demonstrate the ability to quickly build these connections.

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.

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.

Qualifications

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

Skills

Proven hunter skills, a track record of closed-won revenue, pipeline hygiene and discipline, and the instinct for navigating technical and procurement stakeholders.

The ability to operate in a fast-moving environment with long, technical sales cycles and high standards.

Comfort traveling for customer meetings, demos, and industry events.

Benefits

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.

Pay

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.

Schedule

This role is a full-time position.