Note: The job is a remote job and is open to candidates in USA. Framework Security is a boutique cybersecurity consulting firm serving mid-market companies with embedded, retainer-based security services. The Senior Account Executive will independently source and close B2B cybersecurity services and retainer deals, build referral channels, reactivate named accounts, and take responsibility for self-sourced revenue.
Responsibilities
- Your own sourced pipeline. You bring the relationships. You open the doors. The CEO partners with you as the technical closer on complex deals, but sourcing is yours — that's the whole point of the role
- Our referral channel programs. We have two partner referral programs in development — one targeting cyber insurance brokers, one targeting PE firms and fractional CFO practices. You'll help build these out and turn them into repeatable channels. If you already have relationships in these worlds, you'll hit the ground running
- A named-account reactivation list. Roughly $500K in named, previously lost deals — real companies with real budgets who didn't buy the first time. Not a warm pipeline, but not a cold start either
- Revenue accountability. You carry a self-sourced revenue number. We'll set it together based on your ramp plan, but the expectation is that within 12 months, revenue you sourced is a real, growing line on our P&L
- Working inbound leads or marketing-qualified leads (there is no lead machine here)
- Managing existing client accounts (our delivery team and CEO own those relationships)
- Running cold outbound sequences and hoping (we've tested it; it doesn't close in our business)
- Waiting for anyone to hand you anything
- 90 days: Your network is activated — first-degree conversations booked, referral partner programs supported, qualified self-sourced pipeline building
- 6 months: First self-sourced retainer deals closed. Referral channels producing warm introductions. Reactivation list fully worked
- 12 months: Self-sourced and channel-sourced revenue is a real, growing line on the P&L, and your renewals residual book is beginning to compound
Skills
- • 4–6 years selling B2B services with a track record where much of your closed revenue was self-sourced — not purely marketing-fed or inherited accounts
- • A real, current network of mid-market buyers (CEO/CFO/CTO) and/or channel partners — brokers, PE operating teams, fractional CFO shops, MSPs. In the interview process, we will ask you to walk us through specific relationships and where your first 10 conversations would come from. Come ready
- • Experience closing $25K–$250K services and retainer deals with mid-market buyers
- • Comfort selling trust-based, relationship-driven engagements with 1–4 month cycles
- • Founder-led, small-team DNA. You build; you don't administrate
- • Background in cybersecurity, GRC, compliance (SOC 2, ISO, CMMC, HIPAA), or AI governance
- • Existing relationships in construction, fintech, healthcare, or the cyber insurance ecosystem
- • Experience with partner/referral channels
- • HubSpot fluency
Benefits
- Uncapped commission on self-sourced revenue — meaningfully higher rate than any company-assisted deal
- Residual commission on renewals of retainers you originated
- Optional draw structure during ramp, recoverable against commission
- Great medical, dental, and vision benefits
- 401K Matching
- Unlimited PTO (if you are in a state that allows it)
- Remote (US-based) work arrangement
Company Overview