Account Executive

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

📋 Description

• Develop a sales pipeline through innovative prospecting methods.

• Oversee deals from the initial conversation through the stages of discovery, qualification, and closure.

• Align economic buyers, advocates, and security stakeholders with Zenity’s unique platform advantages.

• Collaborate with VAR, GSI, alliance, and hyperscaler partners to access potential clients, generate pipeline, and advance opportunities.

• Manage both business and technical discovery processes alongside the sales engineer.

• Conduct POVs from the kickoff phase to technical victory, ultimately achieving closed-won status with the help of cross-functional resources.

• Acquire new customer logos within upper mid-market to low-enterprise accounts, targeting companies with revenues between $750M and $5B.

• Provide insights on objections, ideal customer profile (ICP) suitability, and effective strategies to assist in enhancing the sales playbook.

• Travel within the assigned territory as necessary to foster relationships and progress deals.

• Establish and advance the territory pipeline within the initial 90 days.

• Secure initial deals in the segment within three months.

• Deliver actionable messaging, objection handling, and ICP-fit feedback to the team.

⛳️ Requirements

• Must reside in Southern California.

• Proven full-cycle B2B software sales experience in mid-market or enterprise accounts.

• Experience managing an $800K to $1M quota.

• History of selling a software platform and securing 8 to 10 new logos annually.

• Average deal sizes ranging from $75K to $100K.

• Familiarity with 3 to 6 month sales cycles.

• Experience in cybersecurity software sales.

• Exposure to AI through sales, security measures, or collaboration with teams adopting AI technologies.

• Comfortable interacting with Chief Information Security Officers (CISOs) and security teams.

• Minimum of 5 years of sales experience.

• Started as a BDR or SDR and advanced to a closing position.

• Ability to independently prospect, qualify, and create a pipeline.

• Experience in building and closing pipeline opportunities with partners.

• Understanding of partner-led sales while maintaining control over deals.

• Familiarity with structured qualification methodologies such as MEDDPICC or similar frameworks.

• Experience in an early-stage, high-growth, or venture-backed company is a plus.

• Previous experience managing technical evaluations or POVs in collaboration with sales engineers is an advantage.

🏝️ Benefits

• Eligibility for equity.

• Commitment to equal opportunity employment.

• Supportive and inclusive work environment.