Enterprise Account Director

This is a fully remote position, open to applicants in Illinois, +11 more states.

📋 Description

• Acquire new enterprise logos for Cobalt’s Pentest as a Service platform.

• Open and finalize net-new accounts throughout the US North Central territory.

• Enhance sales within the current customer base.

• Develop and lead an outbound-driven pipeline through prospecting, executive outreach, events, and opportunities sourced from partners.

• Conduct research on target accounts, recognize buying triggers, and map buying centers.

• Manage multiple threads within accounts from the initial meeting through procurement, legal, security reviews, negotiation, and closure.

• Relate pentesting to compliance and business objectives, including SOC 2, PCI, HIPAA, customer security questionnaires, and secure SDLC goals.

• Establish initial enterprise credit commitments to facilitate expansion.

• Meet with prospects in person across the region.

• Collaborate with Customer Success on expansion, renewals, and upselling efforts.

• Create territory and account plans focused on regulated industries, manufacturing, and SaaS.

• Work in conjunction with Solutions Architects, Customer Success, and Channel Partners.

• Accurately forecast and maintain pipeline integrity in Salesforce.

⛳️ Requirements

• A minimum of 5 years of enterprise sales experience in SaaS or cybersecurity (mandatory).

• A proven track record in acquiring new logos.

• Demonstrated success in sourcing pipeline through outbound prospecting efforts.

• History of meeting or exceeding quota, with the majority of achievements stemming from net-new business.

• Experience in closing complex, multi-stakeholder deals with ACVs exceeding $100K and sales cycles ranging from 90 to 180 days.

• Familiarity with selling to CISOs, AppSec leaders, or engineering buyers.

• Capability to both expand and renew within an existing customer base while prioritizing new logo acquisition.

• Must reside within the territory or be willing to relocate there.

• Experience in selling pentesting, AppSec, or compliance-driven security is preferred.

• Willingness to travel up to 25%.

🏝️ Benefits

• Competitive salary along with an appealing equity plan.

• 401(k) program (US) or pension plan (EU).

• Medical, dental, vision, and life insurance (US) or statutory healthcare (EU).

• Wellness stipend.

• Work-from-home equipment and wifi stipend.

• Learning and development stipend.

• Flexible and generous paid time off.

• Paid parental leave.

• Ongoing mentorship opportunities.