Defense/Intel Business Development Executive

SANS Institute

Defense/Intel Business Development Executive generating leads and nurturing relationships in cybersecurity sales for U.S. federal and military customers.

Posted 5/23/2026full-timeRemote • California, Maryland • 🇺🇸 United StatesMid-LevelSenior💰 $65,000 - $70,000 per yearWebsite

Tech Stack

Tools & technologies

Cyber Security

About the role

Key responsibilities & impact

Generate leads (through qualifying inbound marketing leads or outbound sales prospecting) and build relationships by nurturing warm prospects and finding new potential sales outlets.
Manage and maintain a pipeline of interested prospects and engage Defense/Intel Sales Executives for next steps.
Identify best practices to refine SANS Institute’s lead generation playbook.
Follow-up on inbound marketing leads and identify qualified opportunities providing appropriate levels of information at the right time for interested prospects.
Be responsible for educating and developing prospects leading to hand-off to the Defense/Intel sales team.
Participate in consultative customer sales calls to identify customers’ needs and initiatives to recommend specific SANS courses, GIAC certifications, and DoD 8140/DCWF-aligned training pathways.
Profile federal and defense accounts identifying key individuals together with Defense/Intel Sales Executives, researching and obtaining business requirements and presenting solutions to start the sales cycle.
Set appointments for the Defense/Intel Sales Executives when a lead reaches a qualified stage.
Nurture new marketing leads by educating and developing prospects until they are ready to speak with the Defense/Intel Sales Executives.
Drive attendance for webinars federal-focused events (AUSA, DoD training conferences, SANS events targeting military audiences); set meetings and manage logistics for event-based outreach.
Collaborate with the DoD Sales and Marketing teams on strategic sales approaches.
Must be proactive in identify new commands, units, or agencies within the Defense/Intel portfolio to drive company growth.
Contact customers and prospects, working in conjunction with the marketing & sales teams on specific campaigns.
Regularly conduct calls with customers upon their completion of training, with a view to generating new leads and identifying upselling opportunities in conjunction with the Defense/Intel Sales team.
Ensure successful follow through of the sales cycle by maintaining accurate activity and lead qualification information in Salesforce CRM.
Record and log all customer communication, pipeline, tasks, leads and opportunities & forecasts as required into Salesforce CRM.
Utilize various sales tools for identification and refining of target prospects.
Report to the Director, Defense/Intel Sales about BDE leads on weekly basis.
Perform other related duties as assigned.

Requirements

What you’ll need

3+ years of successful experience in B2B sales or business development, preferably in cybersecurity, IT, or federal/defense markets.
Exceptional communication skills, both oral and written, coupled with excellent listening skills and a positive and energetic phone presence.
Extremely self-motivated with a diligent work ethic.
High level of integrity and strong commitment to building a successful company.
Ability to work independently as well as part of a team in a fast-paced environment.
Adept computer skills, including proficiency with Microsoft Office, Word, Excel, PPT & CRM.
Familiarity with DoD organizational structure, military ranks, and federal procurement processes.
Unrestricted authorization to work in the USA; visa sponsorship is not available.

Benefits

Comp & perks

Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
Generous paid time off, including volunteer time.
Access to professional development and SANS training opportunities.

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salesbusiness developmentlead generationsales prospectingcustomer relationship managementupsellingconsultative salespipeline managementsales cycle managementtraining pathways

Soft Skills

communication skillslistening skillsself-motivatedwork ethicintegrityteamworkindependencepositive phone presenceenergeticadaptability

Certifications

GIAC certificationsDoD 8140/DCWF-aligned training