Enterprise 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 in organizations with a workforce of 5,000 or more.

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

• Develop named accounts through established relationships with security leaders.

• Generate pipeline through outbound initiatives, networking, events, and partnerships.

• Formulate account plans that detail organizational structure, security priorities, budgeting cycles, existing vendors, and decision-making processes.

• Conduct technical evaluations and proofs of value in collaboration with security teams and Ent engineers.

• Interact with CISOs, security architects, IT and identity managers, procurement, legal teams, and executive sponsors.

• Create enterprise business cases and effectively navigate security assessments, privacy issues, legal considerations, and procurement processes.

• Accurately forecast deal progression and predict quarterly outcomes.

• Relay customer objections, competitive trends, and product gaps to enhance the roadmap and sales strategy.

• Leverage AI for account research, preparation, follow-ups, and call assessments, while sharing best practices with the team.

⛳️ Requirements

• A minimum of 5 years in a quota-carrying role that involves full-cycle closing in cybersecurity sales.

• Preferred experience in endpoint security.

• Proven track record of selling to CISOs and their teams.

• Capability to engage in technical discussions with security architects.

• Established, current relationships with security leaders.

• Experience in selling to organizations with 5,000 or more employees.

• Familiarity with multi-stakeholder enterprise transactions, technical evaluations, security reviews, and sales cycles spanning several quarters.

• Background in self-sourcing pipeline development.

• Openness to coaching and demonstrated ability to apply feedback from call reviews, pitch practice, and deal evaluations.

• Experience in early-stage startup sales is advantageous.

• Background in formal sales methodologies is a plus.

• Partner or reseller sales experience is beneficial.

• Experience in closing seven-figure deals or securing initial logos in regulated industries is a plus.

• Experience working in territories outside the United States is a bonus.

• A genuine interest in utilizing AI in sales processes is a plus.

🏝️ Benefits

• A distributed workplace with remote hiring opportunities throughout North America.

• Competitive equity offerings alongside salary.

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

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

• 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.

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

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