Account Executive, Enterprise – Acquisition

This is a fully remote position, open to applicants in California, +3 more states.

📋 Description

• Take ownership of a greenfield enterprise territory encompassing the Pacific Northwest and Northern California.

• Formulate and implement a strategic territory plan aimed at acquiring new logos and fostering long-term enterprise growth.

• Achieve 4x pipeline coverage through targeted prospecting, multi-threaded outreach to executives, and participation in field events.

• Manage sales cycles for Command of the Message valued between $250K and $1M+ ARR.

• Lead intricate global pursuits with sales cycles lasting 6–9 months, extending beyond 12 months when necessary.

• Utilize the MEDDPICC framework from initial contact through to closure.

• Review deals weekly in Salesforce, Gong, and Outreach while ensuring forecast commitments align with established variance targets.

• Cultivate relationships at the C-suite and board levels to transform risk-reduction discussions into multi-year platform agreements.

• Oversee cross-functional collaboration with Sales Engineering, Product, Legal, Marketing, and Channel teams while managing deals from discovery to signature.

• Attain 100% or more of the annual quota, securing 3–4 flagship wins with Fortune 500 companies in the first year.

• Sustain a pipeline coverage of at least 4x and maintain documentation on reference customers and expansion opportunities within closed accounts.

⛳️ Requirements

• Minimum of 7 years experience in hunting for Enterprise cybersecurity SaaS.

• Documented achievements of seven-figure new-logo wins.

• Consistent recognition in President's Club or Top-10 finishes.

• Proficient in MEDDPICC, Command of the Message, and mutual success planning.

• Demonstrated capability to engage with CISO, CIO, CTO, and board members.

• Ability to convert technical risk into business implications.

• High-energy, coachable, intellectually curious, and capable of thriving in a high-accountability, seller-led environment.

• Reside within the Pacific Northwest or Northern California territory, ideally close to a major metropolitan area and airport.

• Willingness to travel frequently across the region for customer meetings, executive engagements, partner events, and industry conferences.

🏝️ Benefits

• Attractive OTE with aggressive accelerators and no cap on commissions.

• Exclusive trips for President's Club members.

• Comprehensive benefits package.

• Access to a best-in-class sales technology stack.

• Force Management enablement.

• Accelerated career advancement opportunities.

• High visibility with the Executive Leadership Team and Board.

• Chance to sell a mission-critical security platform that protects organizations globally.