Account Executive, Enterprise – Acquisition

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

📋 Description

• Take ownership of a greenfield territory in the Southwest United States.

• Secure new-logo Annual Recurring Revenue (ARR) within Fortune 1000 and Global 2000 companies.

• Create 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 field events.

• Leverage partners to enhance pipeline growth, without originating it.

• Conduct Command of the Message cycles valued between $250K and $1M+ in ARR.

• Oversee average sales cycles lasting 6 to 9 months, along with complex global pursuits that may extend beyond 12 months.

• Utilize MEDDPICC from the initial call through to closing.

• Confirm metrics, paper processes, and mutual success plans at every phase.

• Review deals weekly using Salesforce, Gong, and Outreach.

• Commit to forecasting within ±10% each month.

• Establish relationships at the C-suite and board levels.

• Transform risk-reduction discussions into multi-year platform agreements.

• Lead cross-functional teams that include Sales Engineering, Product, Legal, Marketing, and Channel.

• Remain the primary contact from discovery through to signature.

• Meet or exceed new-logo ARR objectives.

• Attain 100% or more of the annual quota, achieving 3 to 4 flagship Fortune 500 wins in the first year.

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

• Document reference customers and potential for expansion in each closed account.

• Set the benchmark in deal inspections, champion development, and competitive take-outs.

⛳️ Requirements

• 7+ years of experience in Enterprise cybersecurity SaaS sales.

• Proven track record of securing seven-figure new-logo wins.

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

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

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

• Capability to translate technical risks into business impacts.

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

• Reside in or around the Denver, Colorado metropolitan area.

• Have convenient access to a major airport.

• Willing to travel extensively and frequently throughout the Southwest territory.

• Able to support customer meetings, executive engagements, partner events, industry conferences, and other related activities.

🏝️ Benefits

• Attractive On-Target Earnings (OTE).

• Competitive accelerators.

• No cap on commissions.

• Commission structure.

• Sales incentive compensation.

• Comprehensive benefits package.

• President's Club trips.

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

• Force Management enablement.

• Rapid career advancement opportunities.