Enterprise Account Executive, Cybersecurity

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

📋 Description

• Take ownership of the enterprise sales process — from prospecting and qualification to negotiation and closing — within organizations generating over $1B in revenue.

• Directly engage with CISOs, CIOs, and CFOs to align cybersecurity investments with corporate objectives.

• Lead complex, multi-stakeholder agreements (lasting 6–12 months) in collaboration with Solutions Architects, Services, and OEM channel partners.

• Foster platform adoption — transitioning customers from individual products to cohesive cybersecurity frameworks.

• Collaborate across various departments, including Defy’s Services, Engineering, and Partner teams, to ensure client success and measurable results.

• Utilize consultative selling techniques (such as MEDDPICC, Challenger, and Command of the Message) to effectively communicate Defy’s value and unique offerings.

• Consistently surpass quarterly and yearly sales targets related to bookings, revenue, and gross margin.

• Represent Defy with poise — leading presentations, proposals, and discussions about value with boards and senior executives.

⛳️ Requirements

• Experienced enterprise seller with 8–12 years of quota-carrying experience (6+ for exceptional candidates) in cybersecurity, SaaS, or intricate technology solutions.

• Proven history of exceeding quotas and closing enterprise deals worth 6–7 figures with Global 2000 or Fortune 500 clients.

• Proficient in consultative, value-driven selling, portraying cybersecurity as a business enabler (ROI, TCO, compliance, and risk mitigation).

• Strong engagement skills at the C-Suite level and the ability to nurture relationships across both technical and business stakeholders.

• Experience collaborating with or working alongside Value-Added Resellers (VARs) and co-selling with OEM and channel partners.

• Thrives in a fast-paced, entrepreneurial environment where initiative and teamwork are highly regarded.

🏝️ Benefits

• Competitive base salary with uncapped commission potential.

• Comprehensive benefits package (medical, dental, vision, 401(k) with matching contributions, tuition assistance, unlimited PTO).

• Flexibility to work remotely and enjoy entrepreneurial independence.

• A high-performance, inclusive culture that values collaboration and celebrates achievements.