Account Executive, SMB, Mid-Market

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

📋 Description

• Take charge of acquiring new customers within the SMB and Mid-Market sectors.

• Meet and surpass monthly, quarterly, and annual revenue goals.

• Manage a significant number of concurrent opportunities while ensuring deals progress smoothly.

• Oversee the entire sales process from prospecting and qualification to demonstration, trial, negotiation, and closing.

• Shorten sales cycle duration by establishing clear next steps, adhering to tight timelines, and fostering mutual accountability.

• Utilize product trials and hands-on evaluations to swiftly demonstrate value.

• Primarily generate pipeline through outbound calling, emailing, social selling, and structured multi-channel prospecting.

• Process inbound and marketing-generated leads with a same-day speed-to-lead standard.

• Maintain adequate pipeline coverage and reconnect with closed-lost and dormant accounts.

• Create pipeline through regional events, webinars, partner gatherings, and personal networks.

• Collaborate with VARs, MSPs, MSSPs, distributors, and technology alliance partners to drive sales.

• Establish co-selling routines, empower partners, maintain deal registration integrity, and promote partner-sourced pipeline.

• Conduct discovery calls and product demonstrations independently for lean IT and security teams.

• Convert mobile threat detection into tangible business outcomes.

• Involve Solutions Engineering when deeper technical insights are necessary.

• Navigate procurement, security evaluations, and commercial negotiations.

• Ensure accurate daily updates of CRM opportunity, account, and forecast data.

• Provide precise weekly and monthly forecasts while adhering to qualification and stage-exit protocols.

• Collaborate with Marketing on campaigns, messaging, and lead quality initiatives.

• Supply Product with structured feedback from SMB and Mid-Market buyers.

• Contribute to the segment playbook and assist in setting standards for future representatives.

• Success is evaluated based on quota achievement, volume of new logos, new ARR, self-sourced pipeline, cycle duration, win rate, partner pipeline, speed to lead, activity consistency, and forecast accuracy.

⛳️ Requirements

• A minimum of 3 years of experience in a quota-carrying, full-cycle closing role in SaaS, ideally within the cybersecurity, endpoint security, mobile security, or IT operations sectors.

• A proven history of achieving quotas consistently in a fast-paced, high-volume environment.

• Demonstrated ability to self-generate pipeline rather than depending mainly on inbound or SDR assistance.

• Comfortable operating at high activity levels and managing numerous concurrent opportunities.

• Experience collaborating with or selling through channel partners like VARs, MSPs, MSSPs, or distributors.

• Strong skills in discovery and demonstrations, with the capability to run product demos independently.

• Disciplined use of CRM systems and a history of accurate forecasting.

• Ability to quickly and clearly convey value to buyers with limited time and resources.

• Excellent written and verbal communication abilities.

• Coachable, resilient, adaptable, and takes personal ownership in dynamic startup environments.

• Willingness to travel occasionally within the territory, estimated at 20 percent or less.

• Candidates must reside in the Eastern or Central time zones of the United States.

• Legally authorized to work in the country for which they are applying.

• Preferred: experience in an early-stage or rapidly growing cybersecurity firm.

• Preferred: familiarity with Intune, Jamf, and Workspace ONE.

• Preferred: existing connections within the MSP and MSSP communities.

• Preferred: working knowledge of MEDDPICC.

• Preferred: experience with product-led or trial-driven evaluation processes.

• Preferred: history of competing against larger vendors.

• Preferred: experience selling to regulated industries.

🏝️ Benefits

• No specific benefits or compensation details are mentioned in the posting.

• Salary range is described as dependent on role, level, location, employment type, skills, experience, and education or training, but no specific amount is provided.