Strategic Account Director

Overview:

Hypori is looking for a relationship-first, retention-anchored Strategic Account Director to protect, deepen, and grow our existing Department of War (DoW) accounts. With 75,000+ active users across multiple branches and commands, that installed base is a strategic asset, and this role exists to keep it healthy and expand it from within. You are not chasing cold introductions. You are the trusted advisor already inside the wire, the person senior IT leaders, program managers, and contracting officers call when a question, a budget conversation, or a new requirement is forming.

This is a retention-and-expansion role, what we would call a farmer rather than a new-logo hunter. You come to it one of two ways. Either you transitioned out of the military yourself, having spent the back half of a career close to IT, cyber, or enterprise mobility programs before moving to a defense prime and learning the commercial side, or you are an experienced account manager who has personally owned and run delivery, growth, or expansion for cybersecurity solutions inside Army or Air Force accounts. Either path gives you the credibility and network to keep every deployed user a success story and to ensure every program office plans to expand, not contract, in the next budget cycle.

Active Secret clearance required at minimum. Candidate must be comfortable carrying this clearance and going through an upgrade process if needed.

Responsibilities:

Account retention and renewals

• Own renewal, retention, and the commercial health of all active DoW contracts, tracking contract end dates, funding cycles, and renewal timelines 12-plus months out
• Lead contract modifications, option-year exercises, and re-competes with the discipline of a new deal
• Negotiate pricing, terms, and scope on renewals and expansions, protecting both the relationship and Hypori's economics

Account growth and expansion

• Develop upsell and cross-sell opportunities across your account set: new users, new commands, and new use cases
• Map buying centers above and below your current contacts to find unfunded or underfunded mobile security requirements
• Build expansion business cases tied to mission priorities, budget cycles, and compliance obligations (CMMC, RMF/ATO, STIG)

Relationship ownership

• Serve as Hypori's primary commercial point of contact for each assigned DoW account, owning the relationship from program office to senior