Account Executive, Commercial

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

📋 Description

• Develop a pipeline and secure new clients within the designated commercial territory.

• Manage deals from start to finish, covering prospecting, discovery, demonstrations, technical evaluations, negotiations, and closures.

• Engage with IT leaders, security teams, DevOps engineers, and founders at mid-market enterprises.

• Inform buyers transitioning from VPNs or implementing Zero Trust for the first time.

• Achieve or surpass a quarterly new-business target by sourcing, qualifying, and closing new clients.

• Create pipeline through outbound communication, including calls, emails, LinkedIn interactions, events, and innovative multi-threaded outreach.

• Collaborate with SDRs and Marketing to transform inbound leads and product-led signups into qualified sales opportunities.

• Execute disciplined deal qualification using frameworks like MEDDPICC.

• Position Twingate against traditional VPNs and rival ZTNA and SASE providers.

• Work alongside Solutions Engineers to define technical requirements and facilitate successful trials.

• Transition new clients to Customer Success and identify early opportunities for expansion.

• Maintain precise activity, pipeline, and forecasting data in Salesforce.

• Provide customer and competitive insights to Product and Marketing for enhancing go-to-market strategies.

• Collaborate closely with Sales Development, Solutions Engineering, Marketing, and Customer Success teams.

⛳️ Requirements

• A minimum of 2 years of experience as a SaaS Account Executive in a full-cycle, quota-carrying role.

• A demonstrated history of achieving or exceeding new-business quotas.

• Proven ability to generate your own pipeline through outbound prospecting, rather than solely relying on inbound leads.

• Experience managing complex sales processes involving multiple stakeholders, including technical buyers and economic decision-makers.

• Strong skills in discovery, presentation, and negotiation, along with the ability to simplify technical concepts for clients.

• Familiarity with a modern sales toolkit, including Salesforce, Gong, Outreach or Salesloft, ZoomInfo, and LinkedIn Sales Navigator.

• Self-motivated and disciplined to excel in a fully remote work environment.

• A sense of curiosity, coachability, and urgency.

• Willingness to occasionally travel for client meetings, team events, and gatherings.

• Experience in selling cybersecurity, networking, identity, or infrastructure software is a significant advantage.

• Knowledge of Zero Trust, VPNs, SASE, or identity providers like Okta, Entra ID, and Google Workspace is highly desirable.

• Experience in a product-led growth (PLG) sales approach is a notable plus.

• Experience in selling to technical buyers, including DevOps, platform engineering, and IT teams is beneficial.

• Previous success in a high-growth startup environment is a valuable advantage.

🏝️ Benefits

• Comprehensive medical (PPO, HMO, HDHP), dental, and vision insurance – fully covered for employees.

• Basic Life, AD&D, and disability insurance provided.

• Flexible Spending Accounts available for Healthcare, Dependent Care, and Commuter expenses.

• Health Savings Account option.

• Flexible Paid Time Off policy.

• Paid Holidays (approximately 11 days annually).

• Sick Leave (10 days provided).

• Paid Parental Leave of 6 weeks.

• Maternity Leave ranging from 14 to 16 weeks.

• Traditional 401k plan available.

• Roth 401k option.

• Equity offerings.

• Competitive On-Target Earnings (OTE).

• Significant equity potential in a rapidly growing Series B company.

• Remote-first culture with intentional opportunities for in-person collaboration.

• A supportive GTM team comprising Solutions Engineering, Customer Success, and Marketing professionals.