Account Executive, Enterprise

About the Role

Join us as an Account Executive focused on driving growth within the Enterprise sector by hunting new business opportunities and expanding our presence within existing accounts.

Responsibilities

• Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts.
• Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth.
• Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, potentially utilizing methodologies like MEDDPPICC.
• Design and implement effective sales strategies to navigate complex sales cycles with multiple stakeholders and manage large ARR opportunities.
• Consistently meet or exceed annual sales quotas.
• Maintain a high level of outbound activity to drive new business growth.

Requirements

• 6+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts.
• Proven track record of meeting or exceeding sales quotas.
• Demonstrated success in upselling & cross-selling to both new customers and across a book of business.
• Experience in uncovering customer pain points beyond what's initially shared.
• Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management.
• Meticulous operating rigor in pipeline management, forecasting, and pacing to target.
• Strong business acumen, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite.
• Ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
• Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment.
• A proven team player, eager to collaborate and achieve shared goals.
• Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
• Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle.

Nice-to-Haves

• Experience with MEDDPPICC.
• Proficiency with Slack, Zoom, Linkedin Sales Navigator, and Outreach.