Account Executive

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

📋 Description

• Take ownership of and surpass quarterly and yearly revenue objectives.

• Develop, oversee, and implement a strategic territory plan.

• Create new business opportunities through outbound prospecting, networking, referrals, and partnerships.

• Manage intricate enterprise sales processes from initial discovery to final closure.

• Establish trusted advisor relationships with executive stakeholders, including CISOs, CIOs, CTOs, and security leadership teams.

• Conduct consultative discovery to gain insights into customer business objectives, security challenges, and risk priorities.

• Collaborate with Sales Engineers to provide demonstrations, proof-of-value engagements, and business cases.

• Ensure precise pipeline management, forecasting, and opportunity tracking within CRM systems.

• Work alongside Marketing on events, webinars, and demand-generation initiatives.

• Partner closely with Customer Success to enhance customer adoption and identify expansion opportunities.

• Utilize channel, alliance, and technology partners to broaden market reach and expedite sales cycles.

• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.

⛳️ Requirements

• 5–10+ years of proven success in enterprise software or cybersecurity sales.

• A solid track record of surpassing quotas in enterprise or strategic account settings.

• Experience selling to security, IT, compliance, risk, or executive-level stakeholders.

• Demonstrated capability to navigate and finalize complex multi-stakeholder sales cycles.

• Strong executive presence along with excellent communication skills.

• Experience in pipeline development and opportunity creation within a growth-stage environment.

• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.

• Strong business acumen with the ability to link technical solutions to business outcomes.

• Experience collaborating effectively with Sales Engineering and cross-functional teams.

• Proficiency in Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

• Established relationships within enterprise security organizations.

• Experience at a high-growth cybersecurity startup.

• Knowledge of cloud infrastructure, security operations, governance, risk, and compliance frameworks.

• Experience in selling six-figure and seven-figure enterprise transactions.

🏝️ Benefits

• Inclusive workplace culture.

• Equal opportunity employment.

• Workplace free from discrimination and harassment.