Install Base Account Executive

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

📋 Description

• Generate new revenue within existing customer accounts by identifying new opportunities, creating referrals, and expanding into additional business units, divisions, and subsidiaries.

• Create and implement a focused hunting strategy for enterprise and mid-market accounts within the current customer base.

• Establish internal networks within customer organizations to facilitate introductions, referrals, and access to new stakeholders.

• Seek and finalize new opportunities related to security services, managed compliance, enclave offerings, Secure AI, and cloud security.

• Collaborate with Customer Success Managers (CSMs) to utilize Quarterly Business Review (QBR) insights, risk assessments, and unmet needs—without encroaching on their renewal or upsell duties.

• Work alongside marketing to transform campaign engagement into a pipeline from existing accounts.

• Engage in enterprise-level consultative selling, which includes thorough discovery, ROI presentation, solution alignment, and executive-level presentations.

• Oversee intricate sales cycles that involve multiple stakeholders, procurement teams, and technical evaluators.

• Keep accurate records of the pipeline, forecasts, and opportunity documentation in Salesforce.

• Represent CyberSheath at customer meetings, events, and industry briefings.

• Consistently achieve or surpass sales quotas within the installed base, including multi-six-figure annual targets.

⛳️ Requirements

• Bachelor’s degree in Business, Information Technology, or a related field (or equivalent experience).

• Over 5 years of experience in enterprise sales—preferably within cybersecurity, IT managed services, or similar SaaS sectors.

• Proven history of consistently achieving or exceeding multi-million-dollar sales quotas.

• Comprehensive understanding of enterprise IT environments, security challenges, and regulatory compliance.

• Demonstrated capability to cultivate C-level client relationships and steer complex sales processes involving multiple stakeholders.

• Strong knowledge of cybersecurity managed services, including SOC, MDR, EDR, vulnerability management, SIEM, etc.

• Exceptional communication, negotiation, and presentation abilities.

• Self-driven, results-oriented, and capable of working independently in a fast-paced, dynamic setting.

🏝️ Benefits

• A virtual work environment