Account Executive

This is a fully remote position, open to applicants in District of Columbia, +4 more states.

📋 Description

• Take ownership of the entire sales cycle for designated mid-market accounts, from initial prospecting to closing and expansion.

• Strike a balance between acquiring new logos and increasing revenue within the current customer base.

• Engage with CIOs, CISOs, IT executives, and leaders in line-of-business.

• Position Kiteworks’ data governance and secure data exchange platform in relation to risk and compliance priorities.

• Integrate personal outreach with resources from Partners, Sales, and Marketing to generate new business prospects.

• Cultivate strong partner relationships that lead to a sustainable pipeline.

• Employ a consultative, solution-oriented sales strategy.

• Identify customer challenges, match them with the appropriate solution, and showcase business value.

• Prioritize opportunities and allocate resources effectively to maintain deal momentum and high customer satisfaction.

• Create a reliable and credible sales forecast and process.

• Utilize Salesforce and other sales tools to monitor activities, pipeline, and revenue against targets.

• Represent Kiteworks at customer meetings, industry events, and exhibitions.

• Deliver presentations that translate technical capabilities into business outcomes.

• Safeguard customer and prospect data through secure handling practices and adherence to data protection policies.

• Report directly to the VP of East Sales.

⛳️ Requirements

• 3–5 years of experience in B2B sales.

• Proven track record in managing full sales cycles and consistently achieving or surpassing quotas.

• Experience selling to CIOs, CISOs, IT, and business executives.

• Familiarity with data privacy, third-party risk management, secure file transfer, network infrastructure, security, or compliance.

• Ability to forge and utilize partner and customer relationships to identify and close new business opportunities.

• Strong consultative and solution-selling skills.

• Excellent communication abilities to foster trust among technical and business stakeholders.

• Demonstrated resilience and adaptability.

• Consistent history of exceeding sales quotas.

• Willingness to travel frequently.

• Regular use of AI in daily tasks.

• Capacity to critically assess AI-generated outputs.

• Prohibition on inputting customer, prospect, or confidential company data into AI tools without prior approval.

• Residency required in DC, MD, PA, OH, or MI.

• Ability to fulfill Kiteworks, customer, and/or government security screening requirements.

• Must successfully complete the Kiteworks background check upon hire/transfer and every two years thereafter.

• Open only to candidates with existing U.S. work authorization.

• Visa sponsorship is not an option.

• A 4-year degree or equivalent practical experience is preferred.

• Experience in creating new opportunities and building a client portfolio in an emerging territory or product line is preferred.

🏝️ Benefits

• Equity - stock options to participate in company success.

• Three Cigna plan options (PPO, EPO, HDHP).

• 90% coverage for PPO/EPO plans + $0 premium for HDHP.

• HSA contribution ranging from $1,200 to $2,400.

• Competitive vision and dental insurance coverage.

• Flexible Spending Account (FSA) and Dependent Care FSA options.

• 401(k) plan with a 100% match (up to $5,000) and immediate vesting.

• Fully covered life and disability insurance.

• 6 weeks of leave for birthing parents / 8 weeks for non-birthing parents.

• $10,000 lifetime reimbursement for fertility benefits.

• One Medical membership and Employee Assistance Program (EAP) counseling.

• Unlimited Paid Time Off (PTO) plus 10 holidays.

• 10 work-from-anywhere days.

• Commission opportunities.

• Comprehensive benefits, perks, equity, and bonuses may be included in the Total Rewards package.