Cybersecurity Startup Sales Rep

The MissionIn every organization, there are moments where critical choices need to be made without hesitation - a cyber breach, a nation-state threat, securing a traveling executive, deepfake identity fraud. The teams responsible for protecting organizations in these moments need to communicate without fear; fear of malicious surveillance, faked identities, vulnerable technology or highly sensitive data being exposed to insiders. ArmorText exists so that these crisis responders inside our most critical industries can act fearlessly and decisively in the moments that matter most. And due to our patented end-to-end encryption model, we deliver unmatched security along with the compliance regulated industries need like no other technology can. It’s why 80% of the US power grid is operated by an ArmorText client for crises like cyber attacks, weather events, and executive security teams It’s why we are trusted by Fortune 5 companies, Big Three Telco’s, Top Three US federal agencies, and critical infrastructure around the world. It's why Forrester declared “ArmorText outclasses for SecOps, Incident Response and Threat-Intel-Sharing use cases.” in The Forrester Wave™: Secure Communications Solutions, Q3 2024 report. We built the right tool for the moment. Now we're scaling it. And we're looking for someone who is motivated by the idea of building something bigger than themselves; who is energized by the idea of playing a direct role in the security and resiliency of the industries that keep our world running and at being on the ground floor of a company with near unlimited growth potential. What This Job Actually IsTechnically, this is a BDR role, which means you'll do the unglamorous work of outbound prospecting, inbound qualification, pipeline building, and breaking into new markets. But we are all producers here so you’ll be doing your job alongside the founders and executive leadership team - a team made of the highest performing professionals in each of their fields. Daily you’ll beBuilding relationships with cybersecurity practitioners in some of the largest organizations in the worldProviding direct input to leadership into the way ArmorText goes to marketInvesting in the opportunity to own a part of what you buildBuilding a cybersecurity career with near limitless potential in a burgeoning “post-breach” cybersecurity spaceAnd if you perform, there is no ceiling to where you can take this role.What You'll DoOwn outbound prospecting into enterprise accounts — research, sequence, engage, and relentlessly follow upQualify and develop leads, first scheduling then running discovery conversations that uncover real pain and genuine fitHelp build new market segments from the ground up. There are no territory maps, you can go where the market leads you.Collaborate directly with leadership on messaging, positioning, and go-to-market strategy as we scaleBecome a genuine expert in post-breach secure communications, the cyber threat landscape, evolving regulations, and the buyers who care about these thingsWho You AreThis role is not for everyone. We're not looking for someone only asking “what's my quota and OTE?”. We're looking for someone who asks “how can I leave my mark?”You should apply if:You have 3+ years of sales experience in cybersecurity - you know enough to have opinions and hold your own in conversations with practitionersYou want to own something that you built - nothing quite feels like the satisfaction of watching something grow in value with each minute of effort you put in.You're intellectually curious about solving a problem - this space is still rapidly evolving and the only way to keep relevant is by staying curiousYou're comfortable operating in ambiguity - very few answers are written down here, and you won't wait around for someone to write itYou have a history of building things — a new process, a new pipeline, a side project, a territory from scratch — something that didn't exist before you touched itYou're driven by impact, not just income — comp matters, but what gets you out of bed is the unwavering conviction that you're here to accomplish something big and you'll do the work others won't to achieve it. What We're Not Looking ForReps focused on maximizing OTE. Building a successful company requires a long term investment horizon. There are much better options out there for folks driven by quarterly quotas. People who need a fully built playbook to execute. We have strong foundations, but there are many chapters left to writeSomeone who wants a rigidly defined sales career path. Yes, we need Account Executives, but we will also need customer success managers, channel partner managers, outside consultants, and sales engineers. You can truly make a career here tailored to your unique skill sets as you experience success. Location & How We WorkThis role requires you to be based in Virginia, Washington DC, or Maryland. You'll start with on-site training — we do this because the product, the mission, and the culture are all things you need to absorb in person. As you ramp and prove yourself, the role can transition to remote work.