Account Executive, Enterprise – Acquisition

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

📋 Description

• Take ownership of a greenfield Midwest territory and implement a strategic territory plan aimed at acquiring new logos and fostering long-term enterprise growth.

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

• Manage complex enterprise deals ranging from $250K to over $1M in ARR.

• Oversee Command of the Message cycles, which typically span 6–9 months for sales cycles and 12+ months for global pursuits.

• Utilize MEDDPICC methodology from the initial contact to closing the deal.

• Review deals weekly in Salesforce, Gong, and Outreach, and ensure forecasts are committed within ±10% on a monthly basis.

• Cultivate relationships with C-suite and board members, transforming risk-reduction discussions into multi-year platform agreements.

• Lead cross-functional teams including Sales Engineering, Product, Legal, Marketing, and Channel from the discovery phase to contract signing.

• Meet or exceed new-logo ARR targets by leveraging uncapped accelerators and opportunities for President's Club recognition.

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

• Maintain a minimum pipeline coverage of 4x and keep forecast variance within ±5%.

• Document reference customers and assess expansion potential within each closed account.

⛳️ Requirements

• A minimum of 7 years of experience in Enterprise cybersecurity SaaS sales.

• Proven track record of achieving seven-figure wins with new logos.

• Consistent placements in President's Club or Top-10 rankings.

• Proficiency in MEDDPICC, Command of the Message, and mutual success plans.

• Demonstrated ability to engage with CISO, CIO, CTO, and board stakeholders effectively.

• Capacity to translate technical risks into business impacts.

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

• Must reside within the Midwest territory, ideally close to a major metropolitan area and airport.

• Willingness to travel frequently throughout the territory.

• Capability to support customer engagements, partner activities, executive meetings, and industry events.

🏝️ Benefits

• Attractive OTE.

• Competitive accelerators.

• No commission cap.

• Compensation based on commissions and sales incentives.

• Comprehensive benefits package.

• Opportunities for President's Club trips.

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

• Support through Force Management enablement.

• Rapid career advancement opportunities.

• High visibility to the Executive Leadership Team and Board.

• Mission-driven role offering a chance to sell a security platform that protects organizations globally.