Strategic Account Director

Overview:

Hypori is looking for a relationship-first, retention-anchored Strategic Account Director to protect, deepen, and grow our existing Department of War (DoW) accounts. With 75,000+ active users across multiple branches and commands, that installed base is a strategic asset, and this role exists to keep it healthy and expand it from within. You are not chasing cold introductions. You are the trusted advisor already inside the wire, the person senior IT leaders, program managers, and contracting officers call when a question, a budget conversation, or a new requirement is forming.

This is a retention-and-expansion role, what we would call a farmer rather than a new-logo hunter. You come to it one of two ways. Either you transitioned out of the military yourself, having spent the back half of a career close to IT, cyber, or enterprise mobility programs before moving to a defense prime and learning the commercial side, or you are an experienced account manager who has personally owned and run delivery, growth, or expansion for cybersecurity solutions inside Army or Air Force accounts. Either path gives you the credibility and network to keep every deployed user a success story and to ensure every program office plans to expand, not contract, in the next budget cycle.

Active Secret clearance required at minimum. Candidate must be comfortable carrying this clearance and going through an upgrade process if needed.

Responsibilities:

Account retention and renewals

• Own renewal, retention, and the commercial health of all active DoW contracts, tracking contract end dates, funding cycles, and renewal timelines 12-plus months out
• Lead contract modifications, option-year exercises, and re-competes with the discipline of a new deal
• Negotiate pricing, terms, and scope on renewals and expansions, protecting both the relationship and Hypori's economics

Account growth and expansion

• Develop upsell and cross-sell opportunities across your account set: new users, new commands, and new use cases
• Map buying centers above and below your current contacts to find unfunded or underfunded mobile security requirements
• Build expansion business cases tied to mission priorities, budget cycles, and compliance obligations (CMMC, RMF/ATO, STIG)

Relationship ownership

• Serve as Hypori's primary commercial point of contact for each assigned DoW account, owning the relationship from program office to senior IT and acquisition leadership
• Build relationships broadly across each account so Hypori is not dependent on a single champion, staying close to program managers, CORs, and contracting officers as requirements and budgets take shape
• Partner closely with the account's technical account manager, aligning commercial strategy with delivery so account health and expansion move together

Forecasting and account planning

• Maintain accurate account plans, renewal forecasts, and expansion pipeline in CRM
• Give leadership an honest, grounded read on account health, renewal risk, and expansion potential each quarter

Qualifications:

• Former military officer at the O-5 level (Lieutenant Colonel, Commander, or equivalent) with significant exposure to IT, communications, cyber, or enterprise technology programs, or an experienced account manager who has personally owned delivery, growth, or expansion for cybersecurity solutions inside Army or Air Force accounts
• Post-service experience at a defense prime or large systems integrator (Booz Allen Hamilton, General Dynamics, Lockheed Martin, Leidos, SAIC, Peraton, or similar), or experience selling and, primarily, account-managing endpoint security solutions such as Microsoft Intune MAM into the DoW
• Active Secret required at a minimum, and comfortable carrying the clearance and going through an upgrade process
• Deep working knowledge of the enterprise mobility and endpoint security stack: MDM (Microsoft Intune, VMware Workspace ONE, JAMF), MTD (Lookout, Zimperium, or equivalent), UEM, and remote browser isolation
• Genuine command of zero-trust architecture in the DoW context, including DISA's Zero Trust Reference Architecture and the DoW Zero Trust Strategy
• Fluency in DoW procurement: POM/PPBE funding cycles, OTAs, IDIQs, BPAs, and ATO/RMF processes, and how programs are sustained through option years and re-competes
• Proven track record growing large, complex government accounts, measured by retention and expansion rather than logo acquisition
• Comfortable in a 100-person SaaS company without the support structure of a prime, and willing to travel up to 40% to customer sites, installations, the Pentagon, and industry events

Compensation:

• Base Salary: $165,000 - $175,000 (commensurate with experience)
• Variable: $165,000 - $175,000 at target, tied to DoW retention ARR, expansion ARR, and user-growth milestones