Account Executive

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

📋 Description

• Take charge of the complete enterprise sales process, from prospecting to negotiation and closing.

• Develop and implement a territory strategy aimed at achieving sustainable long-term growth.

• Create a qualified pipeline through outbound prospecting, executive networking, partner engagement, events, referrals, and innovative account strategies.

• Cultivate executive relationships, establish champions, and navigate intricate buying committees.

• Lead strategic opportunities valued at over $200K in Annual Recurring Revenue (ARR).

• Utilize AI tools and methodologies to enhance prospecting, account planning, productivity, and sales execution.

• Collaborate with Solutions Engineers, Customer Success, Marketing, Product, Engineering, and Partners.

• Ensure accurate forecasting and maintain CRM hygiene.

• Implement MEDDIC principles to identify risks and drive actionable plans.

• Enhance sales processes, best practices, and team performance.

• Convey customer feedback and market insights to the Product and Engineering teams.

• Report directly to the VP of Sales for North America.

⛳️ Requirements

• Strong enthusiasm for AI and its applications within the cybersecurity domain.

• Proficiency in using AI-powered tools, including LLMs, copilots, and automation technologies.

• At least 5 years of experience in complex B2B enterprise software sales.

• Demonstrated success in closing new business opportunities exceeding $200K ARR.

• Experience in building a pipeline through outbound prospecting, executive networking, partnerships, referrals, and events.

• Capability to cultivate executive relationships, build champions, and navigate complex enterprise buying committees.

• Familiarity with MEDDIC, Challenger Sale, or other similar enterprise sales methodologies.

• Strong business acumen and understanding of the cybersecurity landscape.

• Prior experience in cybersecurity sales is advantageous but not mandatory.

• Comfortable working in a fast-paced, remote-first, and highly collaborative environment.

• Entrepreneurial mindset characterized by ownership, accountability, curiosity, resilience, and coachability.

• A passion for delivering long-term value to customers.

• Proficiency in French or Spanish is a plus.

🏝️ Benefits

• Competitive salary plus equity options.

• Remote-first approach with a flexible and balanced work arrangement.

• Choice of work equipment and gear.

• Biannual regional and global in-person offsite gatherings.

• An inclusive and equitable workplace that values diversity.