Commercial Account Executive

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

📋 Description

• Promote Ent's intent-aware workspace security platform to security teams within organizations that have up to 2,500 employees.

• Take ownership of a sales quota and manage the entire sales process from initial conversation to contract signing and seamless handoff.

• Generate a pipeline through outbound prospecting, networking, events, and partnerships.

• Maintain a high level of activity, disciplined follow-up, and up-to-date pipeline documentation.

• Conduct evaluations with security teams, define proofs of value, and collaborate with engineers.

• Interact with security leadership, IT and identity managers, and procurement stakeholders.

• Develop business cases to support budget approval.

• Accurately forecast deal statuses and quarterly outcomes.

• Relay objections, competitive trends, and product gaps to internal teams.

• Utilize AI for account research, preparation, follow-up, and call reviews.

• Share effective sales techniques with the wider team.

⛳️ Requirements

• A minimum of 2 years of experience carrying a quota in a full-cycle closing position focused on cybersecurity sales.

• Preferably possess experience in endpoint security.

• Proven track record of building a pipeline from a cold list, including outbound strategies, activity metrics, and self-sourced quota percentage.

• Experience selling to organizations with approximately 5,000 employees.

• Background in managing multi-stakeholder deals, with real evaluations and sales cycles that span months.

• Experience interacting with security buyers and discussing security topics with practitioners.

• Ability to accept and implement coaching through call reviews, pitch practice, and deal evaluations.

• Strong understanding of sales metrics and the ability to analyze and address performance issues.

• Dedication to engaging in demanding long-term team activities.

• Early-stage startup sales experience is advantageous.

• Familiarity with formal sales methodologies is a plus.

• Experience selling through partners or resellers is a bonus.

• Progression from a BDR or SDR role is a bonus.

• Interest in leveraging AI for sales is a bonus.

🏝️ Benefits

• Significant equity in addition to salary.

• Ent covers 90% of medical, dental, and vision insurance costs.

• Ent pays for 75% of dependent medical, dental, and vision insurance.

• Flexible paid time off (PTO).

• 12 weeks of fully paid maternity leave (for birth, adoption, or foster care).

• 8 weeks of fully paid paternity leave.

• $100 monthly lifestyle account for fitness, wellness, learning, and more.

• $500 stipend for home office setup for remote employees.

• A distributed workplace with remote hiring across North America.