Enterprise Account Executive

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

📋 Description

• Take ownership of a territory based in New York, focusing on new prospecting, complete deal execution, and growth within an established enterprise customer base.

• Seek and secure new logo opportunities while managing and enhancing an existing portfolio of enterprise clients.

• Engage weekly with strategic accounts through in-person meetings and multi-threading within buying groups.

• Cultivate and expand relationships within the cybersecurity channel ecosystem.

• Navigate opportunities across business, technical, and executive stakeholders.

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

• Identify key roles such as Champion, Economic Buyer, Decision Process, and Procurement Path for every committed opportunity.

• Ensure Salesforce is kept up-to-date, accurate, and timely.

• Travel frequently within the territory to meet prospects and clients in person, representing Bitsight at meetings, briefings, and industry events.

• Provide weekly updates and monthly or quarterly analyses of the territory to sales leadership.

• Proactively address deal risks early and formulate recovery plans for stalled opportunities.

• Organize and plan a daily schedule for outreach to existing and potential accounts.

• Implement proactive prospecting campaigns for outbound outreach to customers and prospects.

• Monitor competitive pricing, products, and market positioning.

• Suggest product, service, or policy modifications based on performance and market trends.

• Address customer issues, devise solutions, and present recommendations to management.

• Collaborate closely with sales leadership, channel partners, and cross-functional teams to build the pipeline, manage disciplined deal processes, and expand strategic accounts.

⛳️ 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.

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

• History of growing and retaining existing accounts.

• Consultative, value-based selling approach.

• Ability to develop business cases and align solutions with customer objectives and operational realities.

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

• Willingness and ability to travel frequently to meet customers, prospects, and partners in person.

• Excellent presentation and negotiation skills.

• Ability to research key accounts and evaluate business opportunities.

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

• Over 5 years of B2B Enterprise sales experience, including selling software or technology products, with a proven ability to engage with C-level executives.

• Experience utilizing multiple communication channels within a sales campaign.

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

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

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

• Prior experience in a high-growth SaaS or cybersecurity company.

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

• Strong forecasting discipline and ability to categorize commits, best case, and pipeline.

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

🏝️ Benefits

• Bonus or commission plan.

• Equity grant.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Paid parental leave.

• Flexible time off.

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

• Life insurance.

• Disability insurance.

• Tuition reimbursement.

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

• AI-assisted transcription during the interview process.