Target Defense is a trusted cybersecurity service provider with over 7 years of experience helping organizations meet their security and compliance objectives. As part of the Bulletproof Group, we're on a mission to drive innovation and simplicity through the compliance and cybersecurity landscape. Our dedicated US sales and service delivery teams work with organizations nationwide to protect them from cyber threats through our comprehensive suite of ISO compliance, cloud security, penetration testing, and data protection services.

We're seeking an experienced Senior Account Manager to drive growth within our existing client base and identify new opportunities for expansion. This strategic role requires a proven track record of selling complex cybersecurity and compliance solutions, particularly ISO 27001, ISO 9001, and cloud security services. You'll serve as a trusted advisor to C-level executives and IT leaders, helping them navigate the evolving threat landscape while achieving their compliance objectives. This is a hunter and farmer role, growing our existing client base and bringing in new logo high level sales.

Key Responsibilities

Strategic Account Management

• Manage and grow a portfolio of our highest-value accounts, consistently exceeding revenue targets
• Develop and execute strategic account plans that identify expansion opportunities and mitigate risks
• Serve as the primary point of contact for executive-level relationships at key accounts
• Conduct regular business reviews to demonstrate value and identify new opportunities

Solution Selling

• Position and sell Target Defense's full portfolio of ISO compliance (ISO 27001, ISO 9001) and cloud security services
• Understand complex client environments and recommend appropriate cybersecurity and compliance solutions
• Collaborate with technical teams to develop customized proposals and SOWs that address client requirements
• Present complex security concepts and ROI justifications to technical and non-technical stakeholders

Business Development

• Identify and pursue upsell and cross-sell opportunities within existing accounts
• Build relationships with key decision-makers including CISOs, CTOs, CIOs, and compliance officers
• Generate new business through referrals, networking, and strategic partnerships
• Represent Target Defense at industry events, conferences, and trade shows

Sales Process & Pipeline Management

• Maintain accurate forecasts and pipeline data in CRM (Salesforce or similar)
• Drive deals through the entire sales cycle from qualification through contract negotiation and close
• Collaborate with internal teams including pre-sales, delivery, and customer success to ensure seamless client experiences
• Negotiate contracts, pricing, and terms that balance client needs with company objectives

Required Qualifications

• 7+ years of experience in B2B sales, with at least 4 years selling cybersecurity, compliance, or IT professional services
• Proven track record of consistently exceeding quota ($1M+ annually)
• Deep understanding of ISO standards (particularly ISO 27001) and compliance frameworks
• Experience managing enterprise accounts
• Strong knowledge of the cybersecurity and GRC landscape, threat management, and information security best practices
• Excellent presentation, communication, and negotiation skills

Preferred Qualifications

• Experience selling ISO or cyber security products
• Existing network of relationships with enterprise IT and security leaders
• Experience with consultative and value-based selling methodologies (MEDDIC, Challenger, etc.)

We understand that job descriptions offer only a glimpse of the role. For more details, please feel free to reach out or apply, and we will be happy to provide additional information. BulletProof is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.