Account Executive

This is a fully remote position, open to applicants in Australia.

📋 Description

• Take charge of a designated territory and achieve or surpass enterprise quota objectives through consistent pipeline development and deal execution.

• Oversee the entire sales process from prospecting to closing, which includes discovery, stakeholder mapping, value alignment, proof-of-concept coordination, negotiation, and contract finalization.

• Establish trusted relationships with IT Managers, Directors of Infrastructure, CISOs, Security Leaders, SysAdmins, and technical buying groups.

• Create and sustain robust pipeline coverage through outbound prospecting, collaboration with partners, and strategic account planning.

• Navigate intricate buying processes, including security assessments, procurement workflows, technical validations, and competitive displacement.

• Work closely with Solutions Engineers to ensure strong technical alignment with customer needs.

• Identify upsell and cross-sell opportunities within enterprise clients to aid in revenue expansion and long-term retention.

• Maintain a thorough understanding of cybersecurity trends, endpoint management, patch management, and the competitive landscape.

• Keep disciplined forecasting and opportunity hygiene in Salesforce.

• Collaborate with Marketing, Channel, Customer Success, Product, and Sales leadership to provide field insights and refine messaging.

⛳️ Requirements

• A minimum of 3 years of quota-carrying B2B sales experience in SaaS, cybersecurity, IT infrastructure, endpoint management, or related technology solutions.

• Demonstrated success in selling to mid-market or enterprise organizations.

• Experience in engaging IT buyers, including IT Directors, SysAdmins, Security Leaders, Infrastructure teams, and technical decision-makers.

• Strong capability in generating pipeline and closing complex deals across expansive territories.

• Excellent skills in discovery, consultative selling, and aligning value.

• Experience managing lengthy, multi-stakeholder enterprise sales cycles.

• Strong discipline in forecasting and maintaining Salesforce hygiene.

• Ability to work independently in a fully remote environment while collaborating cross-functionally.

• A keen interest in cybersecurity, endpoint management, and the evolving requirements of contemporary IT teams.

🏝️ Benefits

• A collaborative atmosphere where you can take ownership of your domain and apply best practices.

• Stable income, benefits, flexible working hours, and opportunities for advancement.

• Supportive and professional colleagues who are eager to assist in your development.

• A high-impact role within a founder-led, rapidly growing product company.

• A wide range of interesting challenges and opportunities.