Account Executive, Commercial West

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

📋 Description

• Develop and execute territory strategies across designated enterprise accounts.

• Create a sales pipeline through outbound prospecting, events, partnerships, and networking.

• Engage with CISO, CIO, and compliance executives.

• Establish connections across security, IT, procurement, legal, and business units that oversee contractor and BYOD access.

• Perform MEDDPICC discovery on each opportunity.

• Measure value through reduction in scope, assessment exposure, avoidance of device and VDI costs, data loss risk, and BYOD privacy considerations.

• Assess opportunities, implement stage exit criteria, and provide accurate forecasts in Salesforce.

• Lead proof-of-value initiatives with solution engineers based on mutually agreed success criteria.

• Develop mutual action plans with key stakeholders.

• Manage security evaluations, procurement processes, and negotiations leading to the signing of multi-year contracts worth 6- and 7-figures.

• Implement an "land and expand" strategy across various business units, contractor demographics, and supply chains.

• Be responsible for generating new enterprise revenue within the West territory.

• Market Hypori’s secure mobility SaaS solution to large commercial enterprises, particularly in the Defense Industrial Base, financial services, and healthcare sectors, both directly and via partners.

• Report directly to the VP of Commercial Sales.

⛳️ Requirements

• 3–5 years of experience in quota-carrying cybersecurity sales.

• Proven track record of achieving a $700K–$1M+ annual new business ARR quota.

• Experience selling to CISOs, CIOs, or senior leaders in IT and security.

• Familiarity with MEDDPICC or MEDDIC methodologies.

• History of closing intricate, multi-stakeholder deals with sales cycles lasting 6–12 months.

• Strong proficiency in Salesforce and maintaining pipeline hygiene.

• Reside in Austin, Texas, or on the West Coast.

• Capability to support clients across Central, Mountain, and Pacific time zones.

• Willingness to travel up to 40% to client sites and events.

• Understanding of endpoint and access security technologies such as MDM, UEM, MAM, mobile threat defense, EDR, enterprise browser, VDI, DaaS, and ZTNA.

• Knowledge of regulatory industry standards including HIPAA, FFIEC, SEC guidelines, SOC 2, and third-party risk management.

• Practical understanding of CMMC 2.0 and NIST SP 800-171, or the ability to quickly acquire this knowledge.

• Familiarity with SSO, SAML, conditional access, Entra ID, Okta, and SIEM integration.

• Preferred: Experience selling to the Defense Industrial Base or knowledge of CMMC 2.0, NIST SP 800-171, and DFARS.

• Preferred: Established relationships with security leaders in defense contracting, banking, or healthcare sectors.

• Preferred: Prior experience in endpoint security, enterprise browser, ZTNA, or compliance sectors.

• Preferred: Military service or experience with the Department of War.

🏝️ Benefits

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Parental leave.

• Life insurance.

• Disability packages.

• 401(k) plan with employer-matching contributions that vest from the first day of employment.

• Performance bonuses primarily based on company-wide results.

• Uncapped variable compensation with accelerators for performance exceeding 100% attainment.

• Equity opportunities.

• Investment in tools and skills development.

• Reasonable accommodations for applicants with disabilities.