SaaS Account Executive - FedCiv / DIB experience required - East Coast

Garrison is building a dedicated, direct US sales team for our Remote Browser Isolation cloud service, Garrison ULTRA. We are seeking highly motived and driven sales individuals to create new ULTRA related business opportunities in the US federal civilian (FedCiv) and defense industrial base (DIB) sectors.

We have already set ourselves apart in the cyber security marketplace by delivering extremely effective and compelling security products centered around the proposition that hardware, not software, is the most effective security mechanism against advanced, nation-state level threats. Garrison ULTRA is an exciting natural extension to our capabilities portfolio that couples their hardware-based security with a cloud delivery model, opening up a much wider market.

This new position is for an independent individual contributor on Garrison’s ULTRA sales team, a start-up within a scale-up, giving the right individual the opportunity to build an exciting and lucrative business stream. We expect that success selling into and protecting FedCiv and DIB customers from nation-state threats will further establish Garrison as a serious security player.

Coupled with significant earnings potential, this role offers a notable milestone in the right individuals’ career by being involved in the early growth and business development of a globally significant security service.

Building a team for success

Garrison is seeking a new BD professional and Account Executive for its US ULTRA go-to-market (GTM)team, to focus specifically on selling our cloud solution to clients in the federal civilian (FedCiv) and defense industrial base (DIB) markets. This individual will be a naturally consultative and highly perceptive self-starter with a good background in the cybersecurity market and ideally a valuable network of contacts to draw upon in DIB and FedCiv agencies.

We seek a dynamic self-starter who thrives in taking the lead and possesses a proven track record of marquee customer acquisition and sales growth – from generating leads independently to closing the sale. You will play a crucial role in the business’s growth by rapidly qualifying and nurturing strong leads into signed contracts and turning customers into champions who can advocate for further growth of Garrison in their own agencies and across their networks. All the while, you will collaborate frequently with all of our customer-facing teams within Garrison including pre-sales consultants, and Customer Success to marketing.

The successful candidate will be passionate and evangelical about an innovative technology that is revolutionizing cybersecurity. You will be an experienced self-starter able to demonstrate successful client acquisition. Proven experience and tenacity in fervently tapping into the government supplier market with new and game-changing deep-tech solutions is the key to success here, alongside a desire to over-accomplish and be amply rewarded for your achievements.

Your energy, enthusiasm, and tenacity will be critical to building stir up interest in what we believe is a pioneering and world-changing cyber technology. Experience in successfully introducing disruptive security technology to the public sector and its suppliers in a crowded cybersecurity market is essential, as is a knowledge of government and DIB procurement processes and sales cycles.

Due to our unique value proposition, we have found that a conversational understanding of the key principles in cybersecurity (particularly in network and cloud security) is critical in communicating and building credibility with our target prospects and clients, who are often very senior (CIO or CISO) within their organizations. While a technical background is not necessary, curiosity and a willingness/aptitude to rapidly learn technical concepts is critical.

Our working culture

We are an exciting and innovative first mover providing ground-breaking isolation technology committed to protecting governments and companies from the most dangerous and persistent threats on the Internet, and we take that mission seriously. We take care of our people with an equal vigor, deliberately cultivating a positive and highly inclusive culture and maintaining excellent work/life balance.

At Garrison we celebrate diversity and inclusion, and we’re focused on continuously improving equality for the benefit of our employees, products, and community. We recruit, develop, and retain talent purely on the basis of qualifications, merit, and business needs.

We are proud to be an equal opportunity employer, and we take every possible step to ensure that every person employed or seeking employment with us receives fair treatment. No-one shall be disadvantaged on the grounds of age, disability, gender, ethnicity, religion or belief, sexual orientation, marital and parental status, neurodiversity, social background, physical ability, illness or otherwise.

Key responsibilities

• Evangelistic, agile closure of new business with a focus on US FedCiv and DIB clients using a consultative sales approach.
• Being pro-active in establishing key relationships at all levels to first secure and then grow Garrison’s footprint within these organizations.
• Creating your own sales leads and working with the broader GTM team to pick up already qualified leads.
• Developing a detailed understanding of Garrison’s products and becoming able to articulate Garrison’s ULTRA proposition to key prospects and existing customers alike.
• Development and execution of account plans and client strategies.
• Drafting quotes and proposals that are compelling to prospects and providing feedback into commercial documents within tight timeframes.
• Delivering required metrics (reporting of pipeline and orders), ensuring revenue is in line with or above plan.
• Remaining up to date with the product roadmap to allow for a strategic approach to selling and upselling.
• Understanding of Garrison’s grand ambition to making the cyber world a safer place.
• Recognizing the industry that Garrison operates in, and appreciating the importance of following Garrison's information security policies.

Skills and experience

• Previous experience with acquiring and supporting new clients in the FedCiv and/or DIB space for innovative technology companies of different sizes.
• A consultative approach to sales, ideally developed through a background in both new business development and account management.
• Experience with interacting at CISO/CIO level in federal gov clients.
• Strong grounding in basic cybersecurity principles, particularly in network and cloud security (preferred).
• Best in class approach to deal management, with a strong understanding of the end-to-end sales process, including the legal obligations and deal closing.
• Experience with effective conversion techniques to close valuable deals, driving increased market share, and recognizing opportunities to maximize revenue with clients.
• Experience with gathering, understanding, and shaping client requirements, identifying suitable use cases, and helping prospects develop internal business cases to secure funding.
• Willingness to travel and work non-traditional hours as needed.
• Collaboration with team members with excellent interpersonal skills.
• Self-motivation, adaptable, enjoys prospecting challenges and delivering results.
• Calmness under pressure, maintaining a diplomatic manner even when being challenged.
• Strong communication skills, both verbally and in writing.