Major Account Executive

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

📋 Description

• Take ownership of and expand a portfolio of key strategic accounts.

• Manage the complete sales process from qualification to multi-year contract negotiation and closure.

• Navigate complex buying committees involving multiple stakeholders across security, IT, legal, procurement, and executive sponsors.

• Foster consensus among various functions that have competing priorities.

• Collaborate with technical presales Solutions Architects during live technical evaluations and proof-of-concepts.

• Structure and negotiate enterprise contracts, focusing on three-year agreements.

• Develop and advocate for business cases that address risk reduction and return on investment (ROI).

• Ensure precise forecasting and pipeline management for long-cycle, high-annual contract value (ACV) deals.

• Prioritize customer success to enhance account health and mitigate renewal risks.

⛳️ Requirements

• Over 8 years of closing experience in enterprise cybersecurity or SaaS environments.

• Proven ability to close deals exceeding $1M in annual recurring revenue (ARR) and manage sales cycles of 6 months or longer.

• A solid history of navigating security-specific procurement processes, including vendor risk assessments, SOC 2 / ISO 27001 diligence, security questionnaires, and legal review cycles.

• Capability to confidently respond to technical challenges from a Chief Information Security Officer (CISO).

• Experience in structuring and finalizing multi-year contracts rather than just annual renewals.

• A hunter mentality with the ability to leverage relationships and partnerships to secure deals.

• Preference for depth and sound judgment over sheer volume of deals.

• Must reside in the United States.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance coverage.

• 401(k) retirement plan with a competitive employer matching contribution.

• Flexible paid time off (PTO).

• Up to 14 weeks of paid leave for birthing parents and 8 weeks of paid leave for non-birthing parents.

• Annual home office stipend along with access to WeWork facilities.

• Mental and physical health wellness programs, including One Medical, Headspace, Wellhub, and more!

• Competitive salary with opportunities for career advancement.

• Emphasis on a remote-first work culture.