Enterprise Account Executive

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Promote Fortra's Data Security and Brand Protection portfolio to mid-market and enterprise clients.

• Foster revenue growth by acquiring new customers and enhancing relationships with existing ones.

• Develop and implement a strategy for your designated territory.

• Build and sustain a robust pipeline through prospecting, engaging partners, leveraging marketing-generated opportunities, and account planning.

• Collaborate with Sales Engineering, channel partners, and internal teams.

• Perform account research and discovery to grasp customer priorities, challenges, decision-making processes, and growth prospects.

• Cultivate relationships with both business and technical stakeholders, including executive decision-makers.

• Utilize research, data, and AI-driven tools to enhance customer interactions.

• Act as a trusted advisor to influence purchasing decisions.

• Manage complex sales cycles from qualification to closure.

• Coordinate resources from Sales Engineering, Product, Channel, and Executive teams.

• Implement MEDDPICC principles and customer-aligned success plans.

• Progress strategic opportunities involving multiple products and multi-year engagements.

• Promote cross-selling and upselling across Fortra's offerings.

• Keep precise records of pipeline, opportunities, and forecasts.

• Provide regular updates on sales activities, deal advancements, and anticipated outcomes.

• Focus on high-value opportunities while maintaining a dependable forecast.

• Share industry best practices, market insights, and customer experiences.

• Engage in win/loss reviews and discussions on customer feedback.

• Commit to continuous learning, coaching, and professional growth.

• Carry out additional responsibilities as assigned.

⛳️ Requirements

• Bachelor’s degree or equivalent experience.

• At least 8 years of experience carrying a quota and closing B2B software sales in mid-market or enterprise accounts.

• Experience in field sales, rather than inside sales.

• Minimum of 3 years of experience selling security against recognized competitors.

• At least 3 years of selling experience in SLED and healthcare sectors.

• Strong preference for candidates with experience in data security, DLP, DSPM, data classification, insider risk, and SSE/CASB.

• Consideration also given to those with email security or brand protection experience.

• Proven track record of being at or above quota in two of the last three full years, with verifiable results.

• Successfully closed multiple $100K+ deals with economic buyers at the CISO, CIO, CFO, or VP levels.

• Significant portion of closed business sourced independently.

• Currently located within the designated territory.

🏝️ Benefits

• Competitive salaries and benefits packages.

• Opportunities for personal and professional development.

• Flexible work environment.

• Comprehensive health, dental, and vision coverage starting from the date of hire.

• Immediate enrollment in 401(k), HSA, and FSA plans.

• Flexible PTO policy.

• Reimbursement for tuition and personal enrichment.

• Option to participate in the ID Theft Protection Program.

• Holistic wellbeing perks.

• Full-time exempt employment.