Commercial Sales Manager
Second Front Systems is looking for a mission-driven, operationally disciplined, team-building Commercial Sales Manager to strengthen our commercial sales organization scaling into the defense and govtech sector.
Operating at multi-stakeholder technical sales cycles with ISVs and software companies seeking DoW and FedRAMP authorization, you will be responsible for leading a pod of Account Executives selling 2F Game Warden, owning quota attainment, pipeline generation, and closed-won revenue.
You will build the sales process, coach reps on BANT and MEDDPICC methodology, and step into strategic deals to accelerate authorization timelines, ensuring that the team wins consistently and predictably against competitors for software deployment on government networks.
We need someone capable of recruiting, hiring, and ramp AE talent into a repeatable hiring and onboarding motion; installing forecasting cadence, dealing inspection, and pipeline reviews that scale with the team; and coaching reps to articulate how Game Warden and 2F tooling accelerates DoW Impact Level and FedRAMP accreditation to both technical and executive buyers.
As a key partner to VP of Commercial Sales and solutions engineering, marketing, and revenue operations teams, you will drive an ecosystem-first motion with cloud and channel partners like AWS, Azure, Google Cloud, and Carahsoft to source and close deals, serving as a central voice in shaping how 2F sells at scale.
What You'll Do
- Lead, coach, and develop a pod of Account Executives selling 2F Game Warden, owning quota attainment, pipeline generation, and closed-won revenue.
- Recruit, hire, and ramp top AE talent through a repeatable hiring process, partnering with Talent to get new reps to their first deal fast.
- Build the operating rhythm of weekly pipeline reviews, deal inspections, 1:1s, and forecast calls that keep the team accountable and the number predictable.
- Reinforce 2F’s sales methodology (BANT and MEDDPICC) across discovery, qualification, technical validation, and close so the team wins the same way every time.
- Own an accurate forecast in Salesforce and clearly communicate commit, upside, and risk to sales leadership.
- Join strategic deals, help reps navigate multi-stakeholder procurement and security cycles, and step in on negotiation when it moves a deal forward.
- Coach reps to articulate how 2F Game Warden and the 2F suite accelerate DoW Impact Level and FedRAMP accreditation to technical and executive decision-makers.
- Partner with solutions engineering, marketing, business development, legal, and revenue operations to streamline deal progression.
- Drive an ecosystem-first motion with cloud and channel partners (AWS, Azure, Google Cloud, Carahsoft) to source and close deals together.
What You Bring
- 5+ years of B2B SaaS or software sales experience, including 2+ years as a front-line manager leading quota-carrying Account Executives.
- A track record of leading teams that consistently met or exceeded quota.
- Experience building sales process at scale: forecasting cadence, pipeline inspection, sales methodology, and playbooks that held up as the team grew.
- A proven record of recruiting, hiring, and ramping AEs.
- A background closing complex, multi-stakeholder technical deals.
- Existing relationships and fluency within the defense tech, govtech, or national security ecosystem.
- A coaching style that is both direct and compassionate.
- Comfort operating in a fast-moving environment with long, technical sales cycles, plus Salesforce fluency and willingness to travel for customer meetings, team time, and industry events.
Note: Candidates must reside in one of our approved hiring hubs:
• DC/Maryland/Virginia
• Denver/Colorado Springs, CO
This is a full-time position.
The base salary for this position will start between $150,000 - 170,000. Your ultimate compensation will be determined by professional background, technical proficiency, seniority, and…