Account Executive – Mid-Atlantic

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

📋 Description

• Take ownership of and surpass both quarterly and annual revenue goals.

• Develop, oversee, and implement a strategic territory plan.

• Drive new business opportunities through outbound prospecting, networking, referrals, and partnerships.

• Manage intricate enterprise sales cycles from the discovery phase to closing.

• Establish trusted advisor relationships with CISOs, CIOs, CTOs, and security leadership teams.

• Conduct consultative discovery sessions to comprehend customer objectives, security challenges, and risk priorities.

• Collaborate with Sales Engineers on product demonstrations, proof-of-value initiatives, and business case development.

• Ensure effective pipeline management, forecasting, and opportunity tracking within CRM systems.

• Partner with Marketing on events, webinars, and demand-generation strategies.

• Collaborate with Customer Success to enhance customer adoption and identify expansion opportunities.

• Utilize channel, alliance, and technology partners to broaden market reach and expedite sales cycles.

• Represent Glow Cyber at industry conferences, client meetings, and cybersecurity events.

⛳️ Requirements

• 5–10+ years of proven success in enterprise software or cybersecurity sales.

• Established track record of consistently exceeding quotas in enterprise or strategic account settings.

• Experience engaging with security, IT, compliance, risk, or executive-level stakeholders.

• Proven capability to navigate and finalize complex multi-stakeholder sales cycles.

• Strong executive presence coupled with excellent communication skills.

• Experience in building a pipeline and generating opportunities in a growth-oriented environment.

• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related sectors.

• Strong business acumen with the ability to link technical solutions to business results.

• Experience working collaboratively with Sales Engineering and cross-functional teams.

• Proficient with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

• Existing connections within enterprise security organizations.

• Experience in a high-growth cybersecurity startup.

• Knowledge of cloud infrastructure, security operations, governance, risk, and compliance frameworks.

• Experience successfully selling six-figure and seven-figure enterprise transactions.

🏝️ Benefits

• An inclusive workplace dedicated to welcoming, respecting, and empowering every team member.

• An equal opportunity employer.

• A workplace free from discrimination and harassment.