Account Manager – ENT, Strategic

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

📋 Description

• Oversee designated enterprise and strategic client accounts

• Optimize opportunities for cross-selling, add-ons, upgrades, subscriptions, and seat expansions

• Advocate for and sell KnowBe4 products and services to organizations with 1,501+ employees

• Establish and uphold a pipeline for cross-sale, add-on, and upgrade opportunities

• Cultivate and manage relationships with assigned clients

• Identify key decision-makers and assess opportunities

• Communicate the value of KnowBe4’s comprehensive product suite and its security advantages

• Meet or surpass monthly quotas and objectives

• Represent products and services at trade shows as needed

• Follow up on marketing leads to create sales opportunities

• Negotiate or offer discounted pricing according to established policies and procedures

• Keep precise records of customer interactions, demonstrations, tasks, and pertinent information

• Assist with renewals where there is a chance to expand the account

• Collaborate with Customer Success Managers and Renewal Specialists to enhance customer commitment, ARR, and product-suite utilization

⛳️ Requirements

• Bachelor's Degree is strongly preferred; exceptions may be made for military experience

• Demonstrated success in selling to EVP and C-level executives

• 5+ years of experience in SaaS sales

• Proven experience in selling deals of $500K+ within the Enterprise segment

• Experience with multi-year deal sales

• Proficiency in English and the local language is required for international candidates

• Mastery of value-based selling methodologies with enterprise accounts

• Exceptional executive-level presentation and communication skills

• Experience in strategic account planning and measurable account growth

• Proven ability to manage opportunities involving multiple stakeholders

• History of managing and closing complex, multi-year deals

• Experience in creating and presenting compelling business cases

• Familiarity with consultative selling and value selling methodologies

• Capability to handle technical objections

• Proficient in discovery conversations and customized product demonstrations

• Technical knowledge and experience with sales tools

• CRM experience, preferably with Salesforce

• Experience in pipeline management and accurate forecasting

• Understanding of IT security concepts and practices

• Familiarity with Salesforce and Gmail

• Network+ or Security+ certification is preferred

• Strong written and verbal communication skills with experience in presentations

• Excellent time management and organizational abilities

• Capability to handle rejection and maintain persistence

• Ability to work with minimal supervision

• General understanding of human risk management, network and email security, SIEM/SOAR, Zero Trust Architecture, cloud security architecture, phishing attack vectors, IAM, and security orchestration and automation

• Basic knowledge of enterprise IAM, SIEM, EDR, cloud security, email security, and GRC platforms

• Basic computer literacy and comfort with business applications

• Ability to quickly comprehend and explain basic technical concepts

• Capacity to simplify complex topics into understandable terms

• Interest in contemporary technology and cybersecurity trends

• Genuine curiosity and a strong desire to learn about cybersecurity and technical concepts

• Proven history of grit, resilience, high performance under pressure, goal achievement, leadership, and competitive discipline

🏝️ Benefits

• Company-wide bonuses based on monthly sales targets

• Employee referral bonuses

• Adoption assistance

• Tuition reimbursement

• Certification reimbursement

• Bonuses for certification completion

• A modern, high-tech, and enjoyable work environment