Enterprise Account Executive

This is a fully remote position, open to applicants in North America.

📋 Description

• Promote Ent's workspace security platform to security teams in organizations with 5,000 or more employees.

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

• Develop named accounts by leveraging existing relationships with security professionals.

• Generate a sales pipeline through proactive outreach, networking, events, and partnerships.

• Formulate account strategies that encompass organizational structure, security priorities, budget cycles, key incumbents, and purchasing paths.

• Conduct technical assessments and proof of value demonstrations alongside security teams and Ent engineers.

• Cultivate relationships across various roles including CISOs, security architects, IT and identity managers, procurement, legal, and executive sponsors.

• Construct business cases that facilitate enterprise budget approvals.

• Navigate through security assessments, privacy regulations, legal concerns, and procurement processes.

• Provide accurate forecasts on deal status and subsequent steps.

• Communicate field objections, competitive trends, and product deficiencies to shape the product roadmap and sales strategies.

• Utilize AI for thorough account research, preparation, follow-up, and review of calls.

• Share effective AI-driven sales techniques with the wider team.

⛳️ Requirements

• Minimum of 5 years in a quota-carrying role focused on full-cycle closing in cybersecurity sales.

• Experience in endpoint security is preferred.

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

• Capability to engage in technical discussions with security architects.

• Established relationships with security leaders are essential.

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

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

• Experience in generating a self-sourced pipeline.

• Willingness to be coached and integrate feedback from call reviews.

• Experience in early-stage startup sales is a plus.

• Knowledge of formal sales methodologies is advantageous.

• Sales experience through partners or resellers is a bonus.

• Proven ability to close seven-figure deals or secure initial logos in regulated sectors is a plus.

• Experience in managing territories outside of the US is a bonus.

• Passion for utilizing AI in sales processes is a bonus.

🏝️ Benefits

• Significant equity in addition to base salary.

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

• Ent pays 75% of premiums for dependents.

• Flexible paid time off policy.

• 12 weeks of fully paid maternity leave for birth, adoption, or foster care.

• 8 weeks of fully paid paternity leave.

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

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

• Remote work opportunities with hiring across North America.