Strategic Account Director
$165,000–$175,000 year
RemoteBaltimore, Maryland, United States
Job Summary
Own renewal, retention, and commercial health for all active Department of War contracts by tracking end dates, funding cycles, and renewal timelines 12-plus months out. Lead contract modifications, option-year exercises, and re-competes while negotiating pricing, terms, and scope to protect both the relationship and Hypori's economics. Develop upsell and cross-sell opportunities across your account set, mapping buying centers to identify unfunded mobile security requirements and building expansion business cases tied to mission priorities and compliance obligations. Serve as the primary commercial point of contact for each assigned account, partnering closely with the technical account manager to align commercial strategy with delivery. Maintain accurate account plans and renewal forecasts in CRM, providing leadership with a grounded read on account health and expansion potential each quarter.
Required Qualifications
- Former military officer at the O-5 level (Lieutenant Colonel, Commander, or equivalent) with significant exposure to IT, communications, cyber, or enterprise technology programs
- experienced account manager who has personally owned delivery, growth, or expansion for cybersecurity solutions inside Army or Air Force accounts
- Active Secret required at a minimum
- 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
- willing to travel up to 40% to customer sites, installations, the Pentagon, and industry events
Desired Qualifications
- Post-service experience at a defense prime or large systems integrator (Booz Allen Hamilton, General Dynamics, Lockheed Martin, Leidos, SAIC, Peraton, or similar)
- experience selling and, primarily, account-managing endpoint security solutions such as Microsoft Intune MAM into the DoW
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