Enterprise Account Executive

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

📋 Description

• Seek and secure new logo opportunities while overseeing and expanding an established portfolio of enterprise clients.

• Engage weekly with key strategic accounts, including on-site visits and developing multiple relationships within buying groups.

• Cultivate and enhance relationships within the cybersecurity channel ecosystem.

• Engage multiple stakeholders across business, technical, and executive levels for every opportunity.

• Create and uphold a documented Mutual Action Plan for each qualified opportunity.

• Identify a Champion, Economic Buyer, Decision Process, and Procurement Path for every committed opportunity.

• Ensure Salesforce is maintained with current, accurate, and timely information.

• Travel frequently within the territory to meet prospects and clients face-to-face.

• Represent Bitsight at meetings, briefings, and industry events.

• Keep sales leadership updated with weekly reports and monthly or quarterly territory evaluations.

• Identify early deal risks and develop recovery plans for stalled opportunities.

• Organize and execute a daily schedule to systematically reach out to existing and potential accounts.

• Implement proactive prospecting campaigns for outbound customer and prospect outreach.

• Monitor competitive pricing, products, and market positioning.

• Suggest changes to products, services, or policies based on outcomes and market trends.

• Address customer issues by analyzing problems, creating solutions, and providing recommendations to management.

⛳️ Requirements

• Proven track record as a top-performing enterprise Account Executive in B2B technology sales.

• Direct experience selling to cybersecurity, risk, or IT buyers is preferred.

• Established connections with enterprise security and risk decision-makers.

• Existing relationships within the cybersecurity channel and partner ecosystem.

• Proven success in managing full sales cycles from prospecting to negotiation and closure.

• History of growing and retaining existing accounts.

• Consultative, value-driven sales approach.

• Ability to create a business case and align solutions with customer objectives and operational realities.

• Comfort with maintaining CRM data hygiene, Mutual Action Plans, and multi-threaded account strategies.

• Willingness and capability to travel regularly to meet customers, prospects, and partners in person.

• High integrity, strong collaboration skills across internal teams, accountability, and a winning mindset.

• Excellent presentation and negotiation abilities.

• Capability to research key accounts and evaluate business opportunities.

• Comprehensive understanding of Bitsight's products and the broader security and risk landscape.

• 5+ years of B2B enterprise sales experience, including selling software or technology products, with demonstrated success in engaging C-level executives.

• Experience utilizing various communication channels within a sales campaign.

• Background in Security, Vendor Risk Management, or GRC sales.

• Existing network of CISOs, GRC leaders, or third-party risk professionals.

• Familiarity with security ratings, third-party risk management platforms, or GRC tools.

• Previous experience at a high-growth SaaS or cybersecurity company.

• Familiarity with formal sales methodologies such as MEDDIC, MEDDPICC, Command of the Message, Force Management, or Selling through Curiosity.

• Strong forecasting discipline with the ability to accurately categorize commit, best case, and pipeline.

• Compliance with all applicable employment practices regarding citizenship and immigration status.

🏝️ Benefits

• Bonus or commission plan.

• Equity grant.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Paid parental leave.

• Flexible time off.

• 401(k) plan with employee and company contribution opportunities.

• Life insurance.

• Disability insurance.

• Tuition reimbursement.

• Reasonable accommodations for qualified individuals with disabilities or sincerely held religious beliefs.