Senior Account Executive, Commercial

About the Role

Join our team as a Senior Account Executive managing a territory focused on hunting new business and driving growth within the Commercial sector (1,000 - 3000 employees), while also managing and expanding an existing book of business. This is a remote opportunity within the US.

Responsibilities

• Manage a territory including target accounts and an existing book of business (companies with 1,000 - 3000 employees).
• Primarily focus on hunting new business opportunities, building sales pipeline, and driving growth.
• Upsell into the existing account base, leveraging our Extended Access Management Identity.
• Deliver accurate forecasts to upward management.

Requirements

• 6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
• Proven track record of meeting or exceeding sales quotas and KPIs (including achieving President’s Club, top of stack ranking).
• 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, relationship building, solution selling, negotiation, & presenting to C-Suite.
• Excellent written and verbal communication skills (email, Slack, Zoom), with the ability to make technical concepts accessible to non-technical parties.
• Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
• Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.