Account Executive, Special Operations Command
The Company
Cape was founded in early 2022 by Palantir and Anduril alums with deep expertise in privacy and national security. While running Palantir’s US national security business, our CEO became passionate about privacy and security on mobile devices. Our mission is to be a force for good in global wireless.
At Cape, we are not just another cellular service provider; we are the architects of a privacy-centric movement that starts with the devices in your pocket. We are building a cellular network that helps citizens, including those responsible for our nation’s security, regain control of their own data.
We believe that where we are, where we go, and whom we are with are among our most personal information and should be kept private. Privacy is not something you achieve by limiting yourself or by doing less, it is a set of features to be built so you can do more. We have raised money from Andreessen Horowitz and other top-tier VCs, and are excited to grow the team.
The Team
We are relentless builders, constantly pushing the boundaries of what's possible and bringing to life ideas that have never before existed. Innovation is at the core of everything we do. At Cape, we trust our team to deliver greatness and empower them to make a profound impact. As a member of our team, you will collaborate seamlessly with our diverse group of talented engineers and other team members, enjoying dynamic interactions with colleagues from across the organization.
The Role
As an Account Executive at Cape, your mission is to drive revenue growth by effectively positioning our privacy and security first solutions to Special Operations Command (SOCOM). You will act as a trusted advisor, understanding the unique needs of government clients, navigating the complexities of government procurement, and delivering solutions that align with their missions. Your role is pivotal in establishing Cape as a key partner to the USG, ensuring both immediate sales success and long-term strategic relationships.
Here are some ways you’ll make an impact
Revenue Generation: Achieve or exceed annual sales targets by closing new business deals with USG agencies.Expand the Cape’s footprint within existing government accounts by identifying and pursuing upsell and cross-sell opportunities. Identify where we should play, and how we win. Qualify deals quickly to build and maintain a robust sales pipeline through proactive outreach, relationship building, and effective lead generation strategies. Collaborate across teams to identify new opportunities and generate qualified leads.
Strategic Account Management: Develop and execute comprehensive account plans for key USG agencies, including strategies for relationship building, opportunity identification, and long-term account growth. Maintain deep knowledge of government procurement processes and contracting vehicles, ensuring successful navigation through complex sales cycles.
Cultivate relationships at all levels of seniority. Understand the ground-level problems we’re solving. Burn through frozen-middle bureaucracies to clear a path to success. Create and deliver executive presentations to ensure buy-in from above.
Work fluidly with product and engineering to ensure product direction aligns with our customers’ on-the-ground reality. You must be able to influence cross-team members to direct the appropriate resources to customer objectives.
In this role, you will need to demonstrate a high degree of interdependence. This means you'll be empowered to make decisions and lead initiatives, but you will also know when to leverage the expertise of our engineering and product teams to ensure successful execution. We want someone who understands the difference between a good idea and a great one worth pursuing. The right person will have the judgment to know when to bet big on a concept and when to walk away, conserving resources and effort for what truly matters.
Are you the candidate we are looking for? (Requirements for the role) You have:
A love for building things that matter and obsession with making mission.
Bachelor’s degree in Computer Science or related field, or equivalent hands-on experience, including the ability to quickly develop and tailor scripts or technical solutions to meet customer deployment needs.
Demonstrable understanding of networking fundamentals (IP addressing/subnetting, NAT, routing, switching, core network functions) and familiarity with network troubleshooting and diagnostic tools (e.g., Wireshark).
Gritty technical skills. We don’t need you to be shipping code to prod. But you enjoy automating horrible tasks as necessary to make sure we deliver for our customers.
Exceptional written and verbal communication skills.
Adaptive and introspective; willing to learn, guide, lead and follow.
Active U.S. TS/SCI clearance.
Willingness to travel up to 75%.
Based in DC or New York. Relocation assistance available.
Bonus Points: (Some nice to haves for this role)
Experience in cyber operations or telecommunications.
Five years of experience working in customer-facing roles (account executive, customer success, solutions engineer, or related discipline), or equivalent government experience.
Concrete examples of times you effectively cut through bureaucratic obstacles to achieve results.
Domain experience with privacy, security, telco, or related fields.
Experience in enterprise sales, especially at early stage companies focused on defense.
Role Competencies
Government Sales Acumen: In-depth knowledge of USG sales processes, including experience with government procurement, contracts, and compliance requirements. Proven ability to navigate complex government sales cycles and close large deals with federal, state, and local government agencies.
Relationship Management: Strong ability to build and maintain relationships with key decision-makers within government agencies, developing trust and credibility. Builds relationships with employees across all levels of the organization; demonstrable ability to manage interactions to provide service and support the organization; ability to work fluidly with Product and Engineering teams to ensure the product roadmap aligns with the customer's reality; knows when to make independent decisions and when to leverage internal technical experts for successful execution.
Technical Discovery & Scoping: Ability to quickly develop and tailor technical solutions to meet specific customer deployment needs. Demonstrable ability to lead product rollouts and integrations at customer locations. Demonstrated ability to understand where we should play, and how we win. Proven strength to identify the pain, problem, or initiative that leads key customers to buy. Proven ability to uncover key pain points and priorities and scope technical deliverables in support of resolving them.
Communication: Excellent verbal and written communication skills, with the ability to clearly articulate complex solutions to government clients. Skilled negotiator with the ability to navigate government contract terms and conditions to achieve favorable outcomes for both the client and Cape. Actively listens; clearly and effectively shares information; demonstrates effective oral and written communication skills; seeks input from others; adapts communication to diverse audiences.
Adaptability & Teamwork: Ability to work effectively with cross-functional teams, including engineering, product, and customer success, to ensure client needs are met and sales goals are achieved. Contributing to a positive team culture by sharing knowledge, best practices, and supporting colleagues in achieving shared objectives.
Cape-specific competencies
Do Excellent Work
Respect The Opportunity (each other, the user)
Overshare
Bias Towards Action
Our Culture
We are builders, and we choose to spend our time building things that matter. Many of our people have backgrounds in Defense Tech as well as the defense and intelligence community. We build to win.
We hire excellent people, give them outsized responsibility, and trust them to execute at a high level. Everyone here has a track record of solving hard problems throughout their careers.
We believe that personal privacy and national security interests are not inherently at odds, and can be reconciled via strong technology.
We believe that companies exist to build awesome things and take care of their people. Our benefits reflect that– top-tier health care, 401(k) matching, and a generous vacation policy (that we actually use).
We hire candidates of any race, color, ancestry, religion, sex, national origin, sexual orientation, gender identity, age, marital or family status, disability, Veteran status, and any other status. Achieving diversity across these categories will serve to make our company stronger and our product better.
How to apply
Click the link below to apply.
We reserve the right to make use of any unsolicited resumes received from outside recruiting agencies and / or individual recruiters without being responsible for payment of any fees asserted from the use of unsolicited resumes.