Account Executive – Enterprise Acquisition

This is a fully remote position, open to applicants in New Jersey, +1 more state.

📋 Description

• Manage a new territory encompassing New York and New Jersey.

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

• Achieve 4x pipeline coverage through strategic prospecting, extensive executive outreach, and field events.

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

• Utilize MEDDPICC methodology from the initial call through to closing.

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

• Provide forecasts with a margin of ±10% each month.

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

• Guide cross-functional teams across Sales Engineering, Product, Legal, Marketing, and Channel departments.

• Manage opportunities from the discovery phase to contract signing.

• Meet or exceed new-logo ARR targets.

• Achieve 100% or more of the annual quota with 3 to 4 prominent Fortune 500 wins within the first year.

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

• Document reference customers and identify expansion opportunities in each closed account.

⛳️ Requirements

• Over 7 years of experience in hunting for enterprise-level cybersecurity SaaS.

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

• Consistent achievements in President's Club or 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.

• Capable of translating technical risks into business impacts.

• Highly motivated, coachable, intellectually curious, and able to flourish in a seller-led, high-accountability environment.

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

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

🏝️ Benefits

• Attractive OTE compensation.

• Competitive accelerators.

• No limit on commissions.

• Commission and sales incentive compensation structure.

• Comprehensive benefits package provided.

• Opportunities for President's Club trips.

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

• Support from Force Management enablement.

• Rapid career advancement opportunities.

• High visibility to the Executive Leadership Team and Board.