Major Accounts Executive

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

📋 Description

• Take ownership and expand a portfolio of key strategic accounts from initial qualification through to multi-year contract negotiations and closure.

• Navigate and engage with multi-stakeholder buying committees including security, IT, legal, procurement, and executive sponsors.

• Collaborate with Solutions Architects on live technical evaluations and proof-of-concept demonstrations.

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

• Develop business cases that address risk mitigation for CISOs and demonstrate ROI for CFOs.

• Ensure accurate forecasting and maintain pipeline integrity for long-cycle, high-ACV opportunities.

• Prioritize Customer Success to safeguard account health and assess renewal risks.

⛳️ Requirements

• Minimum of 8 years of experience in closing deals within the enterprise cybersecurity/SaaS domain.

• Proven track record of successfully closing deals exceeding $1M ARR or more, with sales cycles lasting over 6 months.

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

• Ability to effectively respond to technical challenges from CISOs regarding claims.

• Proven experience in structuring and finalizing multi-year contracts rather than solely annual renewals.

• Possess a hunter mentality and leverage relationships and partnerships to secure deals.

• Prioritize depth and sound judgment over mere volume.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance coverage at no cost.

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

• Flexible Paid Time Off (PTO) policy.

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

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

• Wellness programs for mental and physical health, including One Medical, Headspace, Wellhub, and others.

• Competitive salary with opportunities for career advancement.

• Emphasis on a remote-first work culture.