Strategic Account Director

About the role

Hypori, Inc. is seeking a Strategic Account Director to protect, deepen, and grow our existing Department of War (DoW) accounts. The ideal candidate will have either military service transitioning to a civilian role or extensive experience managing cybersecurity solutions within DoW accounts.

Responsibilities

• Own renewal, retention, and the commercial health of all active DoW contracts, tracking contract end dates, funding cycles, and renewal timelines 12-plus months out.
• Lead contract modifications, option-year exercises, and re-competes with the discipline of a new deal.
• Negotiate pricing, terms, and scope on renewals and expansions, protecting both the relationship and Hypori's economics.
• Develop upsell and cross-sell opportunities across your account set: new users, new commands, and new use cases.
• Map buying centers above and below your current contacts to find unfunded or underfunded mobile security requirements.
• Build expansion business cases tied to mission priorities, budget cycles, and compliance obligations (CMMC, RMF/ATO, STIG).
• Serve as Hypori's primary commercial point of contact for each assigned DoW account, owning the relationship from program office to senior IT and acquisition leadership.
• Build relationships broadly across each account so Hypori is not dependent on a single champion, staying close to program managers, CORs, and contracting officers as requirements and budgets take shape.
• Partner closely with the account's technical account manager, aligning commercial strategy with delivery so account health and expansion move together.
• Maintain accurate account plans, renewal forecasts, and expansion pipeline in CRM.
• Forecast and account planning: Give leadership an honest, grounded read on account health, renewal risk, and expansion potential each quarter.

Qualifications

• A former military officer at the O-5 level (Lieutenant Colonel, Commander, or equivalent) with significant exposure to IT, communications, cyber, or enterprise technology programs, or an experienced account manager who has personally owned delivery, growth, or expansion for cybersecurity solutions inside Army or Air Force accounts.
• Post-service experience at a defense prime or large systems integrator (Booz Allen Hamilton, General Dynamics, Lockheed Martin, Leidos, SAIC, Peraton, or similar), or experience selling and, primarily, account-managing endpoint security solutions such as Microsoft Intune MAM into the DoW.
• Active Secret clearance required at a minimum, and comfortable carrying the clearance and going through an upgrade process.
• Deep working knowledge of the enterprise mobility and endpoint security stack: MDM (Microsoft Intune, VMware Workspace ONE, JAMF), MTD (Lookout, Zimperium, or equivalent), UEM, and remote browser isolation.
• Genuine command of zero-trust architecture in the DoW context, including DISA's Zero Trust Reference Architecture and the DoW Zero Trust Strategy.
• Proven track record growing large, complex government accounts, measured by retention and expansion rather than logo acquisition.
• Comfortable in a 100-person SaaS company without the support structure of a prime, and willing to travel up to 40% to customer sites, installations, the Pentagon, and industry events.

Benefits

We offer a competitive benefits package including medical, dental, and vision insurance, parental leave, and life and disability packages. We also provide a 401(k) plan with employer-matching contributions that vest starting from your first day of employment. Additionally, we offer a performance bonus contingent upon company-wide performance.

Pay

Base Salary: $165,000 - $175,000 (commensurate with experience)

Variable: $165,000 - $175,000 at target, tied to DoW retention ARR, expansion ARR, and user-growth milestones

Schedule

BI-Remote