Account Executive - CMMC & Compliance Specialist

Job Description

Job Description

The Account Executive – CMMC Specialist is a quota-carrying sales professional responsible for driving revenue growth within CCS’s Cybersecurity & Compliance practice, with a primary focus on CMMC (Cybersecurity Maturity Model Certification), DFARS compliance, and related DoD cybersecurity mandates.

This individual will serve as the field-facing subject matter specialist for regulated defense contractors and manufacturers across the region. The role centers on selling structured compliance engagements including baseline assessments, readiness programs, vCISO services, continuous monitoring, and long-term managed security solutions.

This is a strategic revenue role aligned to recurring consulting revenue, managed security services, and multi-phase compliance engagements.

What You'll Do:

Revenue & Quota Ownership:

• Achieve annual Gross Margin quota tied to CMMC and compliance services.
• Sell structured engagement pathways:
  • CMMC Baseline Assessment (fixed-fee discovery).
  • CMMC Readiness & Remediation SOW.
  • vCISO / vISSE recurring advisory.
  • Ongoing compliance maintenance retainers.
• Build and maintain 3–5x pipeline coverage.
• Drive multi-year recurring consulting agreements.

Market Development – Defense Industrial Base (DIB):

• Target manufacturers, aerospace suppliers, government contractors, and subcontractors subject to DFARS View phone number on ziprecruiter.com and CMMC 2.0 requirements.
• Identify organizations handling Controlled Unclassified Information (CUI).
• Develop relationships with:
  • CEOs
  • CFOs
  • Compliance Officers
  • IT Directors
  • Government Contract Administrators.
• Educate the market on CMMC timelines, audit requirements, and risk exposure.

Subject Matter Leadership:

• Demonstrate working knowledge of:
  • CMMC 2.0 Level 1 & Level 2
  • NIST 800-171
  • NIST 800-172
  • SPRS scoring
  • POA&M development
• Position CCS as a long-term compliance partner rather than one-time consultant.
• Collaborate with internal compliance team (vCISO, engineers, assessment leads).
• Present executive-level risk and compliance roadmaps.

Consultative Selling Approach:

• Utilize MEDDPICC methodology to qualify opportunities.
• Lead discovery conversations focused on:
  • Gap identification.
  • Business impact of non-compliance.
  • Contract eligibility risk.
  • Revenue at stake.
• Translate compliance risk into financial and operational impact.
• Present ROI models comparing remediation cost vs. lost contract risk.

Portfolio Cross-Sell Strategy:

• Attach the following services to compliance engagements:
  • Managed Security Services (EDR, SIEM, SOC).
  • Secure Cloud Enclaves.
  • Backup & Disaster Recovery.
  • Endpoint & Identity Security.
  • Managed Services On-Site & Remote.
• Drive conversion from project-based compliance to recurring MRR.

Key Performance Indicators (KPIs):

• Annual Gross Margin Quota Attainment.
• CMMC Baseline Assessments Sold.
• Readiness SOW Conversion Rate.
• Recurring Compliance Revenue (MRR).
• Multi-Year Agreement Penetration.
• Pipeline Coverage Ratio.
• Cross-Sell Attach Rate (Security & Managed Services).
• Perform other job-related duties as assigned.

What You Bring:

• 5+ years B2B technology sales experience.
• 2+ years selling cybersecurity or compliance solutions.
• Demonstrated success selling into regulated industries.
• Strong understanding of recurring revenue business models.
• Ability to communicate regulatory risk at the executive level.
• Experience managing complex, multi-stakeholder deals.

Bonus Points If You Have:

• Experience selling CMMC, NIST, or FedRAMP-related services.
• Familiarity with defense contractor ecosystem.
• Experience in an MSP or MSSP environment.
• MEDDPICC training.
• Understanding of secure enclave architecture.

Core Competencies:

• Executive presence and credibility.
• Regulatory fluency.
• Financial acumen (GM%, MRR, TCV).
• High pipeline discipline and CRM hygiene.
• Ability to simplify complex compliance language.
• Competitive, growth-oriented mindset.

Compensation Structure:

• Base + Commission (50/50 OTE recommended).
• Commission paid on Gross Margin.
• Accelerators for multi-year recurring compliance agreements.
• SPIF incentives tied to CMMC baseline assessment volume.
• Additional accelerators for full lifecycle (Assessment → Readiness → Managed Security conversion).

Strategic Importance to CCS:

CMMC compliance is not a one-time project; it is an ongoing operational mandate. This role directly supports CCS’s strategic objective of:

• Productizing compliance services.
• Building recurring advisory revenue (vCISO/vISSE).
• Expanding managed security penetration.
• Positioning CCS as a long-term compliance partner within the Defense Industrial Base.

The Account Executive – CMMC Specialist is expected to serve as both revenue driver and market educator, elevating CCS’s position as a trusted authority in the regulated security space.