Account Executive

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Surpass quarterly and yearly revenue targets

• Identify and secure opportunities for Cofense solutions, particularly Triage and Intelligence

• Increase Cofense’s market presence throughout the UK and Ireland

• Establish connections with information security decision-makers across various sectors

• Prospect and cultivate a self-generated pipeline targeting FTSE 350 accounts

• Enhance pipeline through BDR activities, marketing-generated leads, and channel-driven opportunities

• Articulate and showcase Cofense’s value proposition utilizing a consultative, needs-based sales method

• Collaborate with Channel partners within Cofense’s two-tier fulfillment structure

• Assist in channel and marketing-led projects within the territory

• Coordinate efforts among Cofense Professional Services, PreSales, Inside Sales, Customer Experience, and Management teams to successfully close opportunities

• Implement Sandler sales techniques and the MEDDPICC framework

• Represent Cofense at industry events and travel throughout the territory as necessary

• Communicate renewal expectations with the Cofense renewal team to ensure customer satisfaction and timely renewal orders

• Accurately report on pipeline development and commitments through Salesforce and Gong

• Execute additional duties as assigned

⛳️ Requirements

• Proven experience in direct sales within a strictly two-tier fulfillment model

• Demonstrated history of selling to FTSE 350 organizations

• Strong track record in self-sourced prospecting

• Consultative, needs-focused sales methodology

• Basic level of Sandler sales training

• Solid working knowledge of the MEDDPICC qualification framework

• Capability to deliver live and web-based solution demonstrations, often without sales engineering assistance

• Exceptional negotiation, presentation, and communication abilities

• Skill in presenting value propositions to diverse audiences

• Proficiency in forecasting and managing information via Salesforce.com

• Extensive network in information security and/or security operations

• Experience collaborating with channel partners and marketing-led initiatives

• Capacity to structure and finalize complex deals

• Ability to manage multiple high-priority tasks effectively

• Aptitude for working in a fast-paced, geographically dispersed environment

• Willingness to travel across the UK and Ireland as necessary

• Fluent in business-standard English

• Bachelor’s Degree preferred

• 4–6 years of successful field sales experience in selling information security services and products

• Practical experience in delivering information security services

• Preferred hands-on experience in incident response and computer forensics

• Preferred hands-on experience with gateway mail filtering products

• Experience presenting information security topics at conferences and events is preferred

🏝️ Benefits

• Commitment to equal employment opportunities and non-discrimination

• Opportunities for training

• Comprehensive compensation and benefits as part of employment practices