Commercial Account Executive

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

📋 Description

• Take charge of the entire sales cycle for designated mid-market accounts from initial prospecting to closing and expansion.

• Balance the acquisition of new logos with increasing revenue from the existing customer base.

• Engage with CIOs, CISOs, IT executives, and line-of-business leaders.

• Position Kiteworks’ data governance and secure data exchange platform in relation to customer risk and compliance priorities.

• Generate new business through personal outreach as well as Partner, Sales, and Marketing resources.

• Establish long-lasting partner relationships that create a repeatable pipeline.

• Lead a consultative, solution-oriented sales strategy.

• Identify customer challenges, align appropriate solutions, and showcase business value.

• Prioritize opportunities and allocate resources effectively.

• Maintain momentum on deals and ensure high customer satisfaction throughout the sales process.

• Develop a reliable and credible sales forecast and process.

• Utilize Salesforce and other sales tools to monitor activity, pipeline, and revenue against targets.

• Represent Kiteworks at customer meetings, industry events, and exhibitions.

• Deliver presentations that translate technical capabilities into business outcomes.

• Safeguard customer and prospect data through secure handling practices and adherence to data protection policies.

• Report directly to the VP of West Sales.

⛳️ Requirements

• 3–5 years of experience in B2B sales.

• Proven track record of managing complete sales cycles and consistently achieving or surpassing quotas.

• Experience selling to senior stakeholders, including CIOs, CISOs, IT executives, and business leaders.

• Preferably, knowledge of data privacy, third-party risk management, secure file transfer, network infrastructure, security, or compliance.

• Demonstrated ability to build and leverage partner and customer relationships to originate and finalize new business.

• Strong solution-selling and consultative approach.

• Excellent communication skills to foster trust with both technical and business stakeholders.

• Resilience and adaptability.

• Proven history of consistently exceeding quotas.

• Willingness to travel frequently.

• Regular use of AI in daily tasks and the ability to critically evaluate AI-generated outputs.

• Must not input customer, prospect, or confidential company data into AI tools without prior approval.

• Must reside in the West region.

• Ability to meet Kiteworks, customer, and/or government security screening criteria.

• Must successfully pass Kiteworks' background check upon hiring or transfer, and every two years thereafter.

• Open to individuals who already possess U.S. work authorization.

• Visa sponsorship is not available.

• A 4-year degree or equivalent practical experience is preferred.

• Experience in creating new opportunities and developing a book of business in an emerging territory or product line is preferred.

🏝️ Benefits

• Equity - stock options to participate in company success.

• Three Cigna plans (PPO, EPO, HDHP).

• 90% coverage for PPO/EPO + $0 premium for HDHP.

• HSA contribution between $1,200 and $2,400.

• Competitive vision and dental coverage.

• Flexible Spending Account (FSA) + Dependent Care FSA.

• 401(k) with 100% match (up to $5K) and immediate vesting.

• Fully paid life and disability insurance.

• 6 weeks of leave for birthing parents / 8 weeks for non-birthing parents.

• $10K lifetime reimbursement for fertility treatments.

• One Medical membership plus Employee Assistance Program (EAP) counseling.

• Unlimited paid time off (PTO) plus 10 holidays.

• 10 work-from-anywhere days.

• Commission structure.

• Comprehensive benefits, perks, equity, and bonuses may be included in the Total Rewards package.