Defense/Intel Business Development Executive

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications—the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

Why SANS?

At SANS, our culture is defined by three pillars: Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

What You'll Achieve at SANS

We are seeking a Defense/Intel Business Development Executive to join our Business Development - Federal Sales team. This role plays a key part in leading generation and strategic outreach across U.S. federal and military customers, including DoD components (CYBERCOM, DISA, DHA, Army, Navy, and Marine Corps) and Canadian defense. You will move leads through the pipeline and ensure Defense/Intel Sales Executives receive qualified, actionable opportunities. You need a working knowledge of DoD structure, federal procurement, and DoD 8140/DCWF workforce requirements, combined with the discipline to maintain clean Salesforce records and the communication skills to build trusted relationships with military and government buyers.

There is a preference for candidates to be located within proximity to major federal customer concentrations (National Capital Region, Fort Meade/NSA corridor, San Diego, or similar DoD hub).

As a Defense/Intel Business Development Executive, you will:

• 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.

What We're Looking For

Every SANS employee brings something unique. For this role, we’re looking for candidates with:

• 3+ year 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 ability to navigate the distinct buying motion of government customers
• Working knowledge of DoD 8140/DCWF and how it drives training and certification requirements across military and civilian cyber workforces
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Preferred qualifications include:

• Experience with Salesforce preferred
• Preference for candidates to be located within proximity to major federal customer concentrations (National Capital Region, Fort Meade/NSA corridor, San Diego, or similar DoD hub).

Benefits and Perks of Working at SANS

We’re committed to fair and equitable compensation. The expected salary range for this position is $65-70k base + commission, depending on geographic location, skills, and experience. At SANS, pay equity and transparency are priorities.

We offer a comprehensive benefits package that supports your total well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Financial Benefits: Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• Health & Wellness: 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).
• Time Off & Flexibility: Generous paid time off, including volunteer time.
• Learning & Development: Access to professional development and SANS training opportunities.

Flexibility and Balance at SANS

We support our colleagues with the tools and flexibility they need to thrive, both professionally and personally. As a primarily remote work environment, we are committed to maintaining strong connections, collaboration, and a vibrant culture across virtual teams. While most roles operate remotely, some positions may require occasional in-person presence depending on role-specific or business needs.

SANS is an Equal Employment Opportunity Employer

SANS is proud to be an Equal Opportunity Employer. We do not discriminate based on race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, disability, or any other federal, state, or local protected class.

If, because of a medical condition or disability, you require a reasonable accommodation during the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

US Job Seekers: Click here to view the “Know Your Rights” poster.

SANS complies with all applicable state and local laws regarding the consideration of applicants with arrest or conviction records. For positions governed by federal and/or state banking regulations, SANS will adhere to relevant requirements when evaluating candidates with criminal histories.

Employment eligibility in the United States is required. SANS does not provide visa sponsorship for this position.