Strategic Account Director

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🔥 0 minutes ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $165k - $175k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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Hypori

WebsiteLinkedInAll Job Openings

51 - 200 employees

🔐 Security

📡 Telecommunications

🏛️ Government

Security • Telecommunications • Government

Hypori is a company specializing in secure virtual access to enterprise applications and data from mobile devices, emphasizing personal privacy and compliance with industry standards. It offers a virtual workspace that allows employees to access enterprise apps securely without storing or processing data on personal devices. Hypori is trusted by organizations such as the U. S. Department of Defense, as it is built on a zero-trust architecture meeting certifications like HIPAA, FedRAMP High, and others. Their solutions cater to industries like defense, government, and healthcare, providing secure BYOD solutions and compliance with relevant regulations.

📋 Description

• 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 • Give leadership an honest, grounded read on account health, renewal risk, and expansion potential each quarter

🎯 Requirements

• 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 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 • Fluency in DoW procurement: POM/PPBE funding cycles, OTAs, IDIQs, BPAs, and ATO/RMF processes, and how programs are sustained through option years and re-competes • 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

• health insurance • dental insurance • vision insurance • parental leave • life insurance • disability packages • 401(k) plan with employer-matching contributions • performance bonus tied to company-wide performance