Enterprise Account Executive – Cybersecurity

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

📋 Description

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

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

• Lead multi-stakeholder negotiations (lasting 6–12 months) alongside Solutions Architects, Services, and OEM channel partners.

• Promote platform adoption — transitioning customers from individual products to comprehensive integrated cybersecurity frameworks.

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

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

• Regularly surpass quarterly and annual sales targets for bookings, revenue, and gross margin.

• Represent Defy with executive presence — leading presentations, proposals, and value discussions with board members and senior executives.

⛳️ Requirements

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

• Established history of exceeding quotas and successfully closing 6–7 figure enterprise deals with Global 2000 or Fortune 500 companies.

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

• Strong skills in engaging C-Suite executives and the ability to build multifaceted relationships across both technical and business stakeholders.

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

• Thrives in a rapidly growing, entrepreneurial setting where initiative and teamwork are highly valued.

🏝️ Benefits

• Competitive base salary along with uncapped commissions.

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

• Flexibility for remote work and the independence of an entrepreneurial environment.

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