--- title: 'Sales Director, Defense Industrial Base (DIB) at Synack' canonical: 'https://feeny.ai/job/sales-director-defense-industrial-base-dib-synack-washington-p4fx5ya4z4hd' type: 'job' last_seen: '2026-10-30' --- # Sales Director, Defense Industrial Base (DIB) at Synack - **Company:** Synack - **Location:** Washington, DC - **Work type:** remote - **Posted:** 2026-09-23 - **Last confirmed live:** 2026-10-30 - **Apply:** https://job-boards.greenhouse.io/synack/jobs/8211218 ## Job description NetSPI+Synack is a leader in offensive security, combining elite human expertise with agentic AI to help organizations identify, validate, prioritize, and remediate exploitable risk across their entire attack surface. Its platform delivers expert-validated testing in depth, continuously, or on demand, from pre-production code to live production environments, so security teams can separate vulnerability noise from real risk, including the growing threat of AI-driven attacks. With global reach and more than 13 million hours of real-world offensive testing experience, NetSPI+Synack serves many of the world's largest enterprises and government organizations with one ambition: nothing left to exploit. We are looking for individuals with a collaborative, innovative, and customer-first mindset to join our team. Learn more about our award-winning workplace culture and get to know our A-Team at [www.netspi.com/careers](http://www.netspi.com/careers) and [www.synack.com/careers](http://www.synack.com/careers). As the Sales Director (Account Executive) responsible for the Defense Industrial Base, you will drive business to deliver new logos and growth as part of the Public Sector team. Sounds interesting? Keep reading... ## About You - Collaborative Relationship Builder: You thrive as part of an empowered team, utilizing creativity and respect to develop deep customer relationships and drive new pipeline opportunities. - Strategic & Creative Negotiator: You have a proven track record of leading successful, complex deal negotiations with a balance of competitive drive and collaborative problem-solving. - Complex Account Navigator: You are highly skilled at navigating matrixed, complex accounts to understand their explicit needs and align solutions that directly meet their core objectives. - Defense & Acquisition Savvy: You understand the nuances of government procurement, commercial buying processes, and the strategic sell-to and sell-through models crucial for successfully navigating the Defense Industrial Base (DIB). Here’s what you'll do - Lead the Synack DIB Business: Drive growth across the Defense Industrial Base through executive-level planning, strategic account development, and a deep understanding of customer missions, directives, and challenges. - Build Consultative Relationships: Develop trusted-advisor relationships with key stakeholders and align the broader Synack field team with client needs and strategic objectives. - Craft Tailored Solutions: Design and propose solutions that meet both near- and long-term testing objectives, leveraging strong business acumen to deliver maximum value. - Educate & Enable Customers: Guide clients through their modern security testing options, helping them look beyond traditional, legacy support models. - Drive Revenue & Forecasting: Lead Executive Business Reviews (EBRs) with customers to accurately forecast recurring revenue, identify expansion opportunities, and drive new business. - Own Account Strategy: Develop comprehensive account strategies and collaborate with cross-functional teams to execute them successfully. - Collaborate on Go-To-Market Assets: Contribute to and tailor marketing materials, pricing strategies, product feature requests, and licensing models specifically for the DIB market. - Champion the Synack Value: Consistently demonstrate deep product knowledge and articulate the unique Synack value proposition during customer interactions. Here’s what you’ll need - Education & Experience: A BS/BA degree (or equivalent practical experience) paired with 8+ years of enterprise field sales experience. - Industry Network: Active, established relationships within the Department of Defense (DoD) or the Defense Industrial Base (DIB). - Technical Domain Expertise: Proven experience selling cybersecurity solutions, SaaS products, and professional services. - Public Sector Cybersecurity Knowledge: Strong understanding of cybersecurity compliance requirements for large government agency environments, software factories, and DevSecOps lifecycles. - Strategic Sales Acumen: Deep knowledge of SaaS business models, with a track record of driving deals from initial top-of-funnel prospecting through execution using sophisticated sell-to and sell-through strategies. - Executive-Level Communication: Superb verbal and written communication skills, with a demonstrated ability to articulate nuanced delivery models and present complex ideas to executives, stakeholders, and technical product teams. - Modern Collaboration Skills: High proficiency in leveraging web-based collaboration tools to deliver compelling presentations and work effectively with remote, distributed teams. Ready to join us? Synack is committed to embracing diversity. Our people are our strength.  Each addition to our team is an opportunity to grow and diversify our ideas, experiences, and viewpoints. Synack strives to be inclusive of all people. As a candidate, Synack cares about your privacy. Please view our candidate privacy policy [here](https://www.synack.com/candidate-privacy-notice/). This position has responsibility to ensure Synack’s security and privacy posture is maintained. $280,000 - $340,000 The range listed represents a reasonable estimate of the on target earnings for this role based on national salary averages. Salary offered to a successful candidate is determined by a combination of factors including location, level, relevant experience, role related education and skills. The compensation package for this position may also include equity and benefits. For more details about our benefits, please see [here](https://synack.mybenefits.life). Then for the Employer code, enter: synack ## About Synack ## Company Overview - **One-liner**: Synack provides an AI-powered Penetration Testing as a Service (PTaaS) platform that fuses intelligent AI agents with a vetted community of human security researchers to deliver continuous, high-fidelity security validation. - **Entity Type**: Private (Series D) - **Headquarters**: Redwood City, California, United States - **Founded**: 2013 - **Founders**: Jay Kaplan (CEO and Co-founder) ## Core Business - **Primary industry**: Computer and Network Security / Cybersecurity - **Target customers**: B2B, Enterprise, specifically security teams managing complex attack surfaces in global financial systems, U.S. Department of Defense, and other critical infrastructure sectors. - **Mission or purpose statement**: To make the world more secure by leveraging global security talent coupled with advanced technology to help enterprises discover security vulnerabilities before they become business problems. ## Products & Services - **Synack Platform (PTaaS)**: A platform that combines the speed and scale of intelligent AI agents with the judgment of vetted human testers. It delivers continuous, high-fidelity assessments that go beyond automated scans, covering web applications, APIs, cloud environments (AWS, Azure, GCP), and hosts. - **Attack Surface Management**: Continuously discovers, fingerprints, and prioritizes internet-facing assets for immediate testing. - **AI Pentesting**: Automated pentesting launched in days, using both human and AI agents to filter out 99.98% of noise, delivering only verified, real vulnerabilities. ## Market Standing - **Valuation/Market Cap**: Not publicly disclosed (Private company). - **Key Metric**: Total Funding of **$107.6M** across 7 rounds. Annual Revenue estimated at **$37.0M**. - **Notable Investors/Partners**: Backed by top-tier venture capital firms including **Kleiner Perkins Caufield & Byers**, **Microsoft (M12 - Microsoft's Venture Fund)**, and **Google Ventures**. Other investors include Icon Ventures and Notable Capital. - **Growth Signals**: Enables nearly 10 million hours of expert testing. Protects U.S. Department of Defense networks. Headcount of 192 employees (+0.4% YoY). Operates in 24 countries. Named "Fast" in flexibility, value, and scalability compared to other PTaaS vendors. ## Competitive Advantages - **Human + AI Fusion**: Unique model combining the speed of AI agents with the intuition and creativity of highly vetted human security researchers (the Synack Red Team) to find logic flaws, chained exploits, and subtle vulnerabilities that automated tools miss. - **Noise Reduction**: Filters out 99.98% of false positives, delivering only verified, exploitable vulnerabilities. - **Elite Talent Pool**: Access to at least 35 highly qualified penetration testers per engagement, drawn from a global community of vetted security researchers. - **Military-Grade Origin**: Founded by former NSA cybersecurity operators, bringing military-grade discipline and adversarial thinking to enterprise security. - **Proven Track Record**: 47% faster vulnerability remediation, 32% lower pentesting costs, and 22 days saved per pentest. ## Strategic Focus - **Continuous Security Validation**: Moving away from periodic testing to a continuous, always-on model. - **AI Innovation**: Deepening the integration of agentic AI to enhance the speed and scale of testing. - **Expanding Attack Surface Coverage**: Continuously discovering and testing new assets across cloud, API, and ephemeral environments. - **Protecting Critical Infrastructure**: Deep focus on securing global financial systems, defense networks, and other sensitive sectors. ## Why Work Here - **Culture**: Fast-paced, global company with a culture of inclusion, innovation, and interconnectedness. Core values include innovation, respect, trust, transparency, and a passion for the mission. - **Work Model**: Remote in the US. Most roles listed are remote-first. - **Benefits**: Competitive compensation packages, comprehensive medical/dental/vision coverage (US), generous paid parental leave, and ample holidays and time off ("work hard to play hard"). - **Engineering Culture**: Focus on solving big problems with tenacity and innovation. Teams are empowered to take on tough challenges. R&D roles include Senior Software Engineer, AI; Director, Software Engineering, AI; and DevOps Engineer. - **Team**: Diverse workforce with employees across 24 countries. Technical roles make up the largest department (26%). Notable talent sources include Bugcrowd, HackerOne, and FireEye. ## Sources 1. [synack.com](https://www.synack.com/) 2. [synack.com - About](https://www.synack.com/about/) 3. [synack.com - Careers](https://www.synack.com/careers/) 4. [LinkedIn - Synack](https://www.linkedin.com/company/synack-inc-) 5. [Greenhouse - Synack Jobs](http://job-boards.greenhouse.io/synack) ## Other roles at Synack - [Senior Technical Account Manager (Penetration Testing)](https://feeny.ai/job/senior-technical-account-manager-penetration-testing-synack-in-the-gevh7e0e7yv6) — IN the, United States - [Graduate Software Engineer](https://feeny.ai/job/graduate-software-engineer-synack-in-the-8waszyhv4k9r) — IN the, United Kingdom - [Manager, Information Security](https://feeny.ai/job/manager-information-security-synack-in-the-zghcaztj17f1) — IN the, United States - [Product Manager, AI](https://feeny.ai/job/product-manager-ai-synack-in-the-8chtcex5v6h9) — IN the, United States - [Senior SDET](https://feeny.ai/job/senior-sdet-synack-in-the-52dw5wda21s3) — IN the, United States - [Software Engineer, AI (Level determined by experience)](https://feeny.ai/job/software-engineer-ai-level-determined-by-experience-synack-in-the-wrcrvswth2mc) — IN the, United Kingdom - [Software Engineer - AI (Level determined by experience)](https://feeny.ai/job/software-engineer-ai-level-determined-by-experience-synack-in-the-09x8527gsr2v) — IN the, United States