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 within organizations that have 5,000 employees or more.

• Take ownership of a sales quota and oversee the entire sales cycle from the initial conversation to final signature and handoff.

• Establish connections with named accounts by leveraging existing relationships with security leaders.

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

• Create comprehensive account plans that address organizational structure, security priorities, budget cycles, key incumbents, and decision-making pathways.

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

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

• Develop business cases to support enterprise budget processes.

• Navigate through security assessments, privacy concerns, legal adjustments, and procurement procedures.

• Accurately forecast deal status and quarterly outcomes.

• Communicate customer objections, competitive trends, and product shortcomings to both product and sales teams.

• Utilize AI for account research, preparation, follow-up, and call reviews, while sharing best practices with the team.

⛳️ Requirements

• Minimum of 5 years experience in a full-cycle closing role with a quota in cybersecurity sales.

• Preference for experience in endpoint security.

• Proven track record selling to CISOs and their teams.

• Capability to engage in technical discussions with security architects.

• Established and current relationships with security leaders.

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

• Familiarity with multi-stakeholder deals, technical evaluations, security assessments, and sales cycles that span multiple quarters.

• Experience in self-sourced pipeline generation.

• Ability to incorporate coaching, call reviews, and feedback effectively.

• Previous experience in early-stage startup sales is a plus.

• Knowledge of formal sales methodologies is advantageous.

• Experience selling through partners or resellers is considered a bonus.

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

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

• Interest in leveraging AI in sales processes is a bonus.

🏝️ Benefits

• Significant equity in addition to salary.

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

• 75% of medical, dental, and vision insurance costs covered for dependents.

• Flexible paid time off (PTO).

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

• 8 weeks of fully paid paternity leave.

• Monthly lifestyle account of $100 for fitness, wellness, learning, and more.

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