Install Base Account Executive

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

📋 Description

• Drive new revenue generation within existing customer accounts by identifying new opportunities, obtaining 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, obtain referrals, and access new stakeholders.

• Seek and secure new opportunities across security services, managed compliance, enclave offerings, Secure AI, and cloud security.

• Collaborate with Customer Success Managers (CSMs) to utilize insights from Quarterly Business Reviews (QBRs), risk assessments, and unmet needs—without interfering with their renewal or upsell duties.

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

• Conduct enterprise-level consultative selling that includes thorough discovery, ROI framing, solution alignment, and executive presentations.

• Navigate complex sales cycles that involve multiple stakeholders, procurement teams, and technical evaluators.

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

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

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

⛳️ Requirements

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

• Over 5 years of enterprise sales experience—ideally in cybersecurity, IT managed services, or related SaaS industries.

• Proven history of consistently meeting or exceeding multi-million-dollar sales goals.

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

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

• Strong expertise in 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