cosine - Founding Enterprise Account Executive (Defence)
Requirements
• A demonstrated track record of closing complex enterprise deals within defence, government, or national security environments • Experience selling developer tooling, infrastructure, security, or data platforms into large, technically sophisticated organisations • Background at, or selling products comparable to, companies such as AWS, Kubernetes, Terraform, GitHub, Datadog, Grafana, Cloudflare, GCP, or similar developer-first or infrastructure platforms • Strong understanding of defence and government procurement processes, including frameworks, primes, and compliance requirements • Credibility engaging with senior technical, security, and programme stakeholders in high-assurance environments • Comfort operating in environments with long sales cycles, multiple decision-makers, and strict security constraints • Strong written and verbal communication skills, with the ability to communicate complex technical concepts clearly to both technical and non-technical audiences • Experience selling on-premise, air-gapped, or classified systems • Familiarity with defence primes, systems integrators, or government procurement frameworks • Exposure to AI, ML platforms, or developer productivity tooling • Existing network within defence, government, or national security technology organisations • _____________________________________________________________________
Responsibilities
• Own the full sales cycle across defence and government accounts, from targeted outbound and partner-led sourcing through to close • Hunt and develop new defence opportunities, including direct relationships with defence primes, government departments, and classified programme teams • Lead complex, multi-stakeholder sales processes involving engineering leadership, security, procurement, and programme owners • Design and manage pilots and technical evaluations, defining success criteria aligned to mission outcomes, security constraints, and operational readiness • Build deal strategies that account for long procurement timelines, framework agreements, and partner ecosystems • Work closely with product, engineering, and leadership to shape Cosine’s defence positioning, deployment models, and roadmap priorities • Help formalise Cosine’s defence go-to-market playbook, including qualification, pilot structures, accreditation pathways, and scale-out strategies • Maintain rigorous pipeline management, forecasting, and CRM hygiene across long-cycle opportunities • _____________________________________________________________________
Benefits
• Opportunity to sell a genuinely differentiated product into mission-critical defence and national security environments • Meaningful early equity with real upside • Direct impact on product direction and go-to-market strategy • Small, elite team with high standards and strong technical depth • _____________________________________________________________________ • We are an in-office, high-ownership team. You will work closely with leadership, product, and engineering and play a key role in shaping Cosine’s defence and government GTM strategy. Our current tooling includes Attio, Lemlist, PostHog, Notion, Slack, and Google Workspace, with flexibility to evolve as we scale. • EQUAL OPPORTUNITY
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