Company Overview

Expanse protects the world’s most important organizations by discovering risks on the Internet no one else can find. Our customers comprise more than 10% of the routable Internet and rely on our products to discover, manage, and secure their global Internet assets. Born from DARPA, Expanse was founded in 2012 and is backed by more than $135M in funding.

Position Summary 

As an Expanse National Security Division (NSD) Business Development Manager, you are responsible for getting Expanse’s software to USG organizations charged with national security missions, and expanding relationships with existing NSD customers. You are tenacious and imaginative when it comes to pursuing business objectives. But you never forget that we only succeed when our clients do. You are unusually perceptive and comfortable in any number of contexts, from early-stage conversations with stakeholders to structuring deals with executives to engaging with users.

You will find, evaluate, pursue, and attain new business opportunities for a targeted set of USG organizations and industry leading Aerospace & Defense (A&D) companies. Each institution has a unique mission set, you will see these distinctions as opportunities — for creative thinking, diligent research, and value creation. You will tailor your approach to Expanse and to each unique opportunity.

Armed with a deep knowledge of the product and its real-world applicability, you will cultivate existing relationships and work diligently to build new ones. Motivated by the knowledge that the software you sell is directly responsible for improved mission efficacy for USG national security clients, you will exceed ambitious quotas and come up with new targets.

Concurrently, you will develop long-term partnerships with our clients in this space. The impact of these partnerships rests on trust. You will nurture this trust, understanding structures, and building meaningful relationships at every level of a client organization. 

What You’ll Do

  • In coordination with Expanse leadership, develop and execute a comprehensive strategy for growing the company's presence in a defined set of government institutions and A&D companies, typically focused on a single or limited number of clients
  • Generate new leads and business opportunities, working closely with Expanse counterparts to determine goals and targets
  • Apply knowledge of industry, market landscape, technology, product, and processes to educate prospects and clients on the business value of Expanse's offerings and services
  • Serve as the key point of contact between Expanse and given institution(s), and represent Expanse at industry events and conferences
  • Develop deep familiarity and conversational fluency with Expanse's software platform and how it can be used to solve an array of defensive cyber use cases
  • Develop relationships with select partners in the government to leverage their account presence and drive new growth and further penetration of Expanse's solutions in the market
  • Maintain accurate and up to date account intelligence in SFDC, including regular forecasting of business opportunities to sales and executive leadership
  • Exceed stated quota by winning contracts
  • Work with Expanse team members to improve and streamline internal processes
  • Ability to travel up to 50% for customer meetings, trade shows, and company sponsored events 

About You

  • 7+ years experience supporting national security clients 
  • 5+ years selling or managing the deployment of enterprise security or SaaS solutions
  • Proven track record of large-scale enterprise sales to government or commercial institutions
  • Proven success breaking into new accounts and building territories from the ground up in a start-up environment and/or new market category.
  • Quick study and omnivorous learner, eager to educate yourself about our software’s applications and capabilities across the government and commercial sectors
  • Intricate familiarity with the federal procurement processes
  • Excellent communication skills, including the ability to compellingly articulate Expanse's product offering to audiences with varying levels of technical skill and seniority
  • Ability to understand potential customers' requirements and how Expanse's software can address them
  • Demonstrated project management skills and a love of getting things done, no matter the circumstances
  • Authentic relationship builder, not professional networkers, with experience working with a broad range of personalities
  • Comfortable immersing yourself in abstract and ambiguous business challenges and the intricacies of sometimes opaque institutions
  • Awareness of personal strengths and weaknesses, as well as a willingness to involve teammates with complementary abilities and to let others lead
  • At minimum, you must hold an active SECRET clearance, active “TOP SECRET” is preferred

Benefits

  • 100% coverage of employee healthcare benefits (Medical, Dental, Vision)
  • 60% coverage for dependent healthcare benefits
  • Unlimited PTO + 8 company holidays
  • Company sponsored parental leave
  • 401k Plan
  • Opportunities for professional development to attend conferences, classes, and workshops
  • $75 every quarter as discretionary team building stipend
  • $50 every month in  cell phone reimbursement
  • $65 every month for your wellness to cover costs of gyms, courses  and other activities
  • $500, one time, to customize your remote work space so you have what you need to be comfortable and productive
  • Company-wide events including team building, holiday party, and offsites

Refer a Friend

  • Send your most talented friends our way. If we hire one, you'll get $1,000 even if you're not an Expanse employee. Please email careers@expanseinc.com to learn more!
Expanse is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex or gender (including pregnancy, gender identity, gender expression, sexual orientation, transgender status), medical condition, HIV/AIDS or Hepatitis C status, marital status, military or veteran status, political activities, affiliations, citizenship, or any other characteristic or class protected by the laws or regulations in the locations where we operate. If you need assistance and/or a reasonable accommodation in the application or recruiting process due to a disability, please contact us at careers@expanseinc.com.

 

Apply for this Job

* Required

  
  


U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at Expanse are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.


Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.