Sales & Business Development Executive – Cybersecurity Solutions

Location: Atlanta, GA | Employment Type: Full-Time

About the role

Turn Cyber Readiness Into Business Growth. You will help organizations prepare for real-world cyber threats by connecting government agencies, defense organizations, educational institutions, and commercial enterprises with immersive cybersecurity training and simulation solutions. You will work directly with executive leadership and collaborate with technical and marketing teams to shape XSI’s go-to-market strategy, develop strategic partnerships, and build a sustainable revenue pipeline for an emerging cybersecurity offering.

Responsibilities

• Build and Convert a Qualified Pipeline: Identify and develop new business opportunities across government, defense, higher education, and commercial markets; create and execute multi-channel prospecting strategies using targeted outreach, networking, referrals, conferences, and digital engagement; manage the complete sales cycle—from initial prospecting and discovery through demonstrations, proposals, negotiations, and contract execution; build account strategies that address each customer’s cybersecurity workforce, training, and readiness objectives; deliver tailored presentations, product demonstrations, and proposals that clearly connect CRaaS capabilities to customer needs; consistently meet or exceed established pipeline, revenue, and sales performance goals.
• Develop Strategic Relationships: Build trusted relationships with executives, cybersecurity leaders, training professionals, procurement teams, and strategic partners; lead consultative discovery conversations to uncover operational challenges, buying priorities, funding considerations, and decision-making processes; translate technical capabilities into clear business, workforce, and mission outcomes; identify opportunities for renewals, account expansion, partnerships, and complementary XSI solutions; maintain consistent engagement throughout lengthy or complex purchasing cycles.
• Expand the Market: Monitor cybersecurity trends, workforce development programs, procurement activity, and competing solutions to identify new growth opportunities; partner with leadership, marketing, and technical teams to refine market positioning, messaging, and sales materials; provide customer and market feedback that helps influence product strategy and future offerings; represent XSI at cybersecurity conferences, webinars, industry events, and networking engagements.
• Manage Sales Performance: Maintain accurate opportunity, contact, activity, forecast, and customer information within the company’s CRM; provide regular reporting on pipeline health, revenue performance, conversion activity, market feedback, and execution against sales goals; use AI-enabled tools and automation platforms to improve prospect research, outreach personalization, proposal development, and follow-up; apply sales data and performance insights to prioritize opportunities and improve conversion rates.

Requirements

• Bachelor’s degree in Business, Marketing, Cybersecurity, Information Technology, or a related field.
• At least three years of experience in business development, sales, account management, or strategic partnerships within cybersecurity, SaaS, technology, IT services, or a closely related market.
• Documented success meeting or exceeding sales, pipeline, or revenue goals.
• Experience managing complex sales cycles and engaging executive-level decision-makers.
• Working knowledge of cybersecurity concepts, cyber workforce development, technical training, or related solutions.
• Strong consultative selling, presentation, negotiation, and relationship-management skills.
• Ability to communicate technical capabilities in terms of customer value, operational outcomes, and mission impact.
• Experience using CRM and sales engagement platforms to manage activity, pipeline, and forecasting.
• Familiarity with AI productivity tools such as ChatGPT, Microsoft Copilot, HubSpot AI, or comparable platforms.
• Ability to manage priorities independently while collaborating effectively with technical, marketing, and executive teams.

Qualifications

• Experience selling to government agencies, military or defense organizations, federal contractors, educational institutions, or regulated commercial organizations.
• Knowledge of cyber ranges, virtual labs, simulation platforms, or hands-on technical training environments.
• Familiarity with the NICE Cybersecurity Workforce Framework and related workforce development initiatives.
• Experience responding to government procurement opportunities or supporting proposal development.
• An established professional network within cybersecurity, defense, government, or higher education.
• Experience developing strategic partnerships, channel relationships, or reseller opportunities.

Benefits

• Competitive base salary
• Uncapped commission potential
• Performance-based bonuses and incentives
• Medical, dental, and vision insurance with employer contributions
• 401(k) with company match
• Flexible paid time off
• Tuition reimbursement and professional development support
• Career advancement and leadership growth opportunities
• The opportunity to bring innovative cybersecurity solutions to government and commercial markets

Pay

Competitive base salary, uncapped commission, and performance-based incentives