Account Executive – Enterprise

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

📋 Description

• Spearhead strategic revenue growth across major enterprise accounts.

• Collaborate with channel partners to explore untapped opportunities.

• Enhance the revenue performance of Rapid7’s leading enterprise customers.

• Increase market share in greenfield areas within the Pittsburgh region.

• Manage and cultivate strategic relationships with key customer accounts and their subsidiaries in the Pittsburgh vicinity.

• Drive net new sales growth and oversee intricate renewal processes within the Large Enterprise segment.

• Develop and maintain long-term partnerships with regional channel allies.

• Collaborate with Customer Success, Sales Engineering, Sales Operations, and Executive Leadership to ensure account health and customer retention.

• Conduct executive business reviews with strategic accounts to evaluate satisfaction and pinpoint expansion opportunities.

• Commence renewal discussions 4 to 6 months prior to contract expiration.

• Collaborate with Customer Success to establish account success plans.

• Ensure precise record-keeping, opportunity pipelines, and sales forecasts in Salesforce.

⛳️ Requirements

• Over 5 years of experience in selling enterprise software solutions within the cybersecurity sector.

• At least 3 years of demonstrated success in utilizing channel partners to finalize enterprise agreements.

• Strong technical knowledge and a comprehensive understanding of the cybersecurity landscape and client selection criteria.

• Extensive experience maneuvering through complex, matrixed enterprise organizations (1,500+ employees) to achieve consensus and drive revenue.

• Proficiency in managing net new business acquisition and the multi-year renewal processes in significant enterprise accounts.

• Outstanding communication, negotiation, and presentation skills tailored for interactions with C-level executives.

• Willingness and capability to travel up to 25% for client and partner engagements as necessary.

• Ability to create a global network and collaborate across internal divisions (CS, SE, Sales Ops) to achieve sustainable customer results.

• Capacity to take complete responsibility for revenue targets and set clear expectations among internal resources.

• Ability to make swift decisions in complex sales cycles.

• Strong self-awareness to adapt to shifting client dynamics and effectively navigate intricate organizational structures.

• Capability to embody Rapid7’s core values.

🏝️ Benefits

• Variable/incentive compensation.

• Equity (where applicable/eligible).

• Benefits (where applicable/eligible).

• Fair and equitable compensation practices.

• Dynamic and collaborative workplace.

• Opportunities for career development.