Sales Director, Defense Industrial Base (DIB)

About the role

Synack's Penetration Testing as a Service platform manages customers' attack surfaces by discovering new assets, pentesting for critical vulnerabilities and gaining visibility into the root causes of security risks. We are committed to making the world more secure by harnessing a talented, vetted community of security researchers to deliver continuous penetration testing and vulnerability management, with actionable results.

Synack's PTaaS platform has uncovered more than 71,000 exploitable vulnerabilities to date, protecting a growing list of Global 2000 customers and U.S. agencies in a FedRAMP Moderate Authorized environment.

As the Sales Director (Account Executive) responsible for the Defense Industrial Base, you will drive business to deliver new logos and growth as part of the Public Sector team.

Sounds interesting? Keep reading...

About You

• Collaborative Relationship Builder: You thrive as part of an empowered team, utilizing creativity and respect to develop deep customer relationships and drive new pipeline opportunities.
• Strategic & Creative Negotiator: You have a proven track record of leading successful, complex deal negotiations with a balance of competitive drive and collaborative problem-solving.
• Complex Account Navigator: You are highly skilled at navigating matrixed, complex accounts to understand their explicit needs and align solutions that directly meet their core objectives.
• Defense & Acquisition Savvy: You understand the nuances of government procurement, commercial buying processes, and the strategic sell-to and sell-through models crucial for successfully navigating the Defense Industrial Base (DIB).

Here's what you'll do

• Lead the Synack DIB Business: Drive growth across the Defense Industrial Base through executive-level planning, strategic account development, and a deep understanding of customer missions, directives, and challenges.
• Build Consultative Relationships: Develop trusted-advisor relationships with key stakeholders and align the broader Synack field team with client needs and strategic objectives.
• Craft Tailored Solutions: Design and propose solutions that meet both near- and long-term testing objectives, leveraging strong business acumen to deliver maximum value.
• Educate & Enable Customers: Guide clients through their modern security testing options, helping them look beyond traditional, legacy support models.
• Drive Revenue & Forecasting: Lead Executive Business Reviews (EBRs) with customers to accurately forecast recurring revenue, identify expansion opportunities, and drive new business.
• Own Account Strategy: Develop comprehensive account strategies and collaborate with cross-functional teams to execute them successfully.
• Collaborate on Go-To-Market Assets: Contribute to and tailor marketing materials, pricing strategies, product feature requests, and licensing models specifically for the DIB market.
• Champion the Synack Value: Consistently demonstrate deep product knowledge and articulate the unique Synack value proposition during customer interactions.

Here's what you'll need

• Education & Experience: A BS/BA degree (or equivalent practical experience) paired with 8+ years of enterprise field sales experience.
• Industry Network: Active, established relationships within the Department of Defense (DoD) or the Defense Industrial Base (DIB).
• Technical Domain Expertise: Proven experience selling cybersecurity solutions, SaaS products, and professional services.
• Public Sector Cybersecurity Knowledge: Strong understanding of cybersecurity compliance requirements for large government agency environments, software factories, and DevSecOps lifecycles.
• Strategic Sales Acumen: Deep knowledge of SaaS business models, with a track record of driving deals from initial top-of-funnel prospecting through execution using sophisticated sell-to and sell-through strategies.
• Executive-Level Communication: Superb verbal and written communication skills, with a demonstrated ability to articulate nuanced delivery models and present complex ideas to executives, stakeholders, and technical product teams.
• Modern Collaboration Skills: High proficiency in leveraging web-based collaboration tools to deliver compelling presentations and work effectively with remote, distributed teams.

Ready to join us?

• Synack is committed to embracing diversity.
• Our people are our strength.
• Each addition to our team is an opportunity to grow and diversify our ideas, experiences, and viewpoints.
• Synack strives to be inclusive of all people.

As a candidate, Synack cares about your privacy. Please view our candidate privacy policy here.

This position has responsibility to ensure Synack's security and privacy posture is maintained.:

$280,000 - $340,000

• The range listed represents a reasonable estimate of the on target earnings for this role based on national salary averages.
• Salary offered to a successful candidate is determined by a combination of factors including location, level, relevant experience, role related education and skills.
• The compensation package for this position may also include equity and benefits.

For more details about our benefits, please see here. Then for the Employer code, enter: synack