Major Accounts Executive

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

📋 Description

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

• Manage the complete sales process from lead qualification to negotiation of multi-year contracts and final closing.

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

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

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

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

• Ensure accurate forecasting and maintain pipeline integrity for long-term, high-ACV transactions.

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

⛳️ Requirements

• Over 8 years of experience successfully closing deals in enterprise cybersecurity/SaaS.

• Proven capability to finalize contracts worth $1M ARR or higher and manage sales cycles exceeding 6 months.

• Established history of navigating security-related procurement processes, including vendor risk assessments, SOC 2 / ISO 27001 compliance, security questionnaires, and legal review cycles.

• Competent in defending technical assertions under pressure from CISOs.

• Experience in structuring and closing multi-year agreements, rather than just annual renewals.

• Possess a hunter mentality with the ability to leverage relationships and partnerships to facilitate closing deals.

• Capability to manage and develop strategic enterprise accounts.

• Proficient in navigating buying committees composed of security, IT, legal, procurement, and executive members.

• Experience collaborating with channel partners such as VARs and distributors.

🏝️ Benefits

• Comprehensive medical, dental, and vision insurance coverage.

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

• Flexible paid time off (PTO) policy.

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

• Annual stipend for home office expenses and access to WeWork facilities.

• Wellness programs focusing on mental and physical health, including services like One Medical, Headspace, Wellhub, and more.

• Competitive salary with opportunities for career growth.

• Emphasis on a remote-first work culture.