Sales Executive

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

📋 Description

• Personally generate, qualify, develop, and finalize enterprise sales opportunities throughout North America

• Maintain and surpass an individual sales quota linked to bookings, revenue, and pipeline goals

• Create a sustainable pipeline through networking, proactive outreach, referrals, industry connections, conferences, and partner opportunities

• Lead strategic pursuits from initial discovery and qualification to solution development, proposal writing, negotiation, and contract execution

• Sell consulting, implementation, advisory, managed services, and software partner solutions

• Formulate account strategies that address business objectives, security priorities, regulatory challenges, operational risks, and identity modernization

• Ensure accurate tracking of opportunities, pipeline, forecasting, and customer activity within the CRM

• Develop trusted relationships with CIOs, CISOs, Chief Risk Officers, IAM leaders, cybersecurity executives, procurement leaders, and other senior stakeholders

• Enhance existing customer relationships while identifying additional service and software opportunities

• Collaborate with solution architects, delivery leaders, vendor partners, and executive management on customer solutions

• Assist with proposals, statements of work, pricing strategies, executive presentations, and contract negotiations

• Provide market intelligence, competitive insights, and customer feedback to the CRO and executive leadership team

• Cultivate relationships with technology vendors, advisory firms, integrators, resellers, cloud providers, and alliance partners

• Engage in conferences, customer events, executive forums, webinars, and networking activities

• Work alongside Marketing on campaigns, executive outreach, events, content, and account-based marketing initiatives

• Travel as needed for customer meetings, conferences, partner sessions, and strategic pursuits

⛳️ Requirements

• A minimum of ten years of successful enterprise sales experience in cybersecurity, Identity and Access Management, enterprise software, SaaS, technology consulting, managed services, or related fields

• Proven track record of personally originating and closing complex enterprise opportunities

• Experience in carrying and achieving significant individual sales quotas

• Established connections with enterprise CIOs, CISOs, IAM executives, cybersecurity leaders, technology vendors, and industry partners

• Strong comprehension of complex enterprise sales cycles, consultative selling, value-based selling, and solution-oriented sales methodologies

• Proven ability to generate pipeline through networking, proactive outreach, referrals, partnerships, and executive relationships

• Experience in selling professional services, consulting services, implementation services, managed services, or enterprise software solutions

• Capability to lead opportunities involving multiple stakeholders, lengthy decision cycles, formal procurement processes, and complex contractual requirements

• Strong executive communication, presentation, negotiation, and relationship-building skills

• Experience in developing proposals, pricing strategies, account plans, pursuit strategies, and revenue forecasts

• Ability to work independently, maintain disciplined sales activity, and remain accountable for measurable revenue outcomes

• Willingness and capability to travel for customer meetings, conferences, partner events, and strategic pursuits

• Preferred: experience in selling IAM, identity governance, customer identity, privileged access management, authentication, authorization, identity orchestration, or identity security solutions

• Preferred: experience in selling consulting services, managed services, and software partner solutions

• Preferred: relationships in enterprise IAM, cybersecurity, financial services, healthcare, insurance, government, critical infrastructure, or regulated industries

• Preferred: experience with software vendors, cloud providers, systems integrators, MSSPs, VARs, and strategic alliance partners

• Preferred: familiarity with identity modernization, Zero Trust, cloud security, regulatory compliance, cyber-risk reduction, and enterprise transformation programs

🏝️ Benefits

• Performance-based commission structure aligned with individual sales results

• Annual performance bonuses

• Management-by-objective participation

• Equity grants

• Other company-sponsored reward programs

• High earning potential

• Flexible remote work environment

• Comprehensive medical, dental, and vision coverage

• Life and disability insurance

• Paid holidays

• Flexible paid time off