Account Executive

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

📋 Description

• Develop a pipeline through innovative prospecting techniques

• Take ownership of deals from initial conversation to discovery, qualification, and closing

• Coordinate with economic buyers, champions, and security stakeholders to emphasize Zenity’s platform advantages

• Partner with VAR, GSI, alliance, and hyperscaler partners to create opportunities, generate pipeline, and advance sales

• Oversee business and technical discovery alongside the sales engineer

• Conduct successful Proof of Value (POV) engagements from initiation to technical success and closed deals, utilizing cross-functional resources

• Acquire new customer accounts within the $750M to $5B company-revenue bracket

• Provide insights on objections, ideal customer profile (ICP) alignment, and effective sales tactics to aid in playbook development

• Travel within the designated territory as necessary to cultivate relationships and advance deals

• Establish and develop territory pipeline within the initial 90 days

• Secure first deals in the segment within a three-month timeframe

• Relay feedback on messaging, objections, and ICP alignment back to the team

⛳️ Requirements

• Must reside in the Chicago Metro Area

• Experience closing full-cycle B2B software sales within mid-market or enterprise accounts

• Managed a quota in the range of $800K to $1M

• Successfully sold a software platform and secured 8 to 10 new logos annually

• Average closed deal sizes between $75K and $100K

• Familiarity with sales cycles lasting 3 to 6 months

• Experience selling cybersecurity software

• Knowledge of AI, whether through sales, security measures, or collaboration with teams adopting AI technologies

• Comfortable engaging with CISOs and security personnel

• Minimum of 5 years of sales experience

• Background as a BDR or SDR with progression into a closing role

• Ability to independently prospect, qualify, and develop pipeline

• Proven experience in building and closing pipeline with partners

• Understand partner engagement while maintaining control over deals

• Utilizes a structured qualification methodology such as MEDDPICC or a similar approach

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

• Experience conducting technical evaluations or POVs in collaboration with sales engineers is a notable advantage

🏝️ Benefits

• Anticipated total on-target earnings (OTE) ranging from $225K to $270K, contingent upon experience, skills, and location

• Potential eligibility for equity