Fed DOD - Account Executive

We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others.

Company Summary

Bugcrowd is the world’s #1 crowdsourced security company. Our award-winning platform combines actionable, contextual intelligence with the skill and experience of the world’s most elite hackers to help leading organizations solve security challenges, protect customers, and make the digitally connected world a safer place. We work with global leaders, government organizations, and public sector agencies to ensure that their digital infrastructures are resilient, secure, and trustworthy.

Job Summary

Join Bugcrowd as a US Department of Defense Account Executive and be at the forefront of revolutionizing cybersecurity in the Federal market. In this role, you'll lead our efforts to assist the government mobilize an army of the world's most elite hackers to outpace threat actors and secure our national defense infrastructure. This is an exciting opportunity to influence the nation's cyber defense strategy and contribute to safeguarding critical infrastructure.

While a broad level of defense experience is needed, this role will be expected to focus on COCOMs, Maritime (USN, USMC, USCG), and some 4th Estate.

This position requires an individual with a deep understanding of the federal procurement process, strong relationships within federal civilian agencies, and a track record of successfully navigating complex sales cycles. You will collaborate with internal teams in the organization that will enable the growth of your

Essential Duties and Responsibilities

• Spearhead and execute a strategic sales plan to meet and exceed revenue goals within Department of Defense offices, directorates and agencies, ensuring alignment with Bugcrowd’s public sector objectives
• Drive the full sales cycle, from prospecting through close, for large, complex deals, leveraging your understanding of the federal procurement process and contract vehicles
• Identify and engage key stakeholders across federal agencies, building long-term relationships with decision-makers, influencers, and technical teams positioning Bugcrowd as a pivotal partner in national cyber defense
• Work closely with federal systems integrators, VARs, and distributors to expand our reach within federal civilian agencies and influence procurement decisions
• Lead the pursuit of major sales opportunities within the Department of Defense, including responding to RFPs, RFIs, and RFQs
• Collaborate cross-functionally with marketing, product, customer success, and sales engineering teams to ensure the seamless delivery of solutions tailored to agency needs
• Stay informed on key industry trends and government policies affecting cybersecurity in the federal space, and ensure Bugcrowd solutions are positioned as the best-in-class
• Leverage GSA, SEWP, and other federal contract vehicles to streamline the sales process and accelerate deal closure
• Manage a pipeline of opportunities, ensuring accurate and timely updates in CRM tools to forecast sales and identify potential barriers to success
• Establish and maintain strong relationships with federal systems integrators, channel partners, and other third parties that influence procurement decisions within defense agencies
• Participate in public sector conferences, webinars, and other events to represent Bugcrowd and enhance your network within the federal space
• Collaborate with the public sector sales team to share insights and best practices, contributing to overall team success and growth in the federal market

Travel Requirements

• Regular travel to support prospect meetings, customer quarterly business reviews (QBRs), and industry conferences
• Willingness to travel extensively as needed within the designated territory

Education, Experience, Knowledge, Skills, and Abilities

• 5+ years of experience in public sector sales, with a proven track record of success within the DOD, specifically COCOMs, Maritime, and 4th Estate
• Strategic mindset, with the ability to adapt to the fast-evolving cybersecurity landscape and government policies
• Strong relationship-building skills with federal civilian agency decision-makers, influencers, and technical teams, with the ability to navigate complex agency hierarchies and procurement processes
• Experience working with channel partners (e.g., systems integrators, distributors, and VARs), but equally adept at direct engagement with federal agencies to drive business and close deals
• Deep understanding of federal procurement processes and contract vehicles, including GSA, SEWP, and others, with the ability to leverage them effectively to accelerate deal closure
• Proven success in managing long, complex sales cycles, balancing agency relationships with collaboration through channel partners where necessary
• Excellent communication and presentation skills, with the ability to effectively engage C-suite executives, technical teams, and procurement officers within federal agencies
• A charismatic, dynamic personality; motivated and goal-oriented
• A keen interest in cybersecurity and a commitment to making an impact in the public sector
• Self-starter with a strong sense of ownership, able to work independently while collaborating cross-functionally within Bugcrowd and with external partners
• Proficiency in CRM software (e.g., Salesforce) and experience in using data to manage pipeline, forecast sales, and report on performance

Working Conditions

The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.

Sitting and/or standing - Must be able to remain in a stationary position 50% of the time

Carrying and /or lifting - Must be able to carry / move laptop as needed throughout the work day.

Environment - remote, work-from-home 100% of the time.

ADA Statement

Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at [email protected].

Pay Range Disclosure

At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent. The provided salary details are based on US national averages and we retain the flexibility to tailor to the needs of the business.

The national estimate for the current base range for the position of Fed DOD Account Executive is: $133,000 - $170,000.

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Culture

• At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
• We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
• Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.

At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.

Disclaimer

This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.

The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).

Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.

Equal Employment Opportunity:

Bugcrowd is EOE, Disability/Age Employer.

Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.

Apply at: https://www.bugcrowd.com/about/careers/