Senior Account Executive

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

📋 Description

• Take ownership of and drive the acquisition of new logos and expansion within specified verticals and territories.

• Create and implement a strategic territory plan targeting organizations with scalable cybersecurity and PCI compliance requirements.

• Utilize existing relationships with clients and multi-site enterprise accounts to build a robust pipeline and influence essential decision-makers.

• Lead impactful sales cycles by employing consultative, value-based selling techniques, including MEDDICC and strategic selling methodologies.

• Navigate intricate buying processes involving multiple stakeholders, such as CIOs, CISOs, CTOs, Compliance, and Franchise Operations.

• Partner with Solutions Engineering, Product, Legal, and Marketing to develop persuasive proposals and finalize high-value contracts.

• Provide accurate sales forecasts and consistently achieve or surpass ARR and quota targets.

• Utilize Salesforce.com for managing the pipeline, tracking activities, and reporting sales metrics.

• Willingness to travel up to 35%.

⛳️ Requirements

• Over 7 years of experience in enterprise sales, focusing significantly on new business development within compliance, cybersecurity, and/or managed security services (MSSP).

• Proven success in selling to Quick Service Restaurants (QSR), retail, hospitality, automotive aftermarket, convenience stores/fuel chains, and/or healthcare organizations.

• Comprehensive understanding of clients and the specific challenges and opportunities they face regarding compliance and cybersecurity.

• Strong expertise in value-based selling, consultative sales, and MEDDICC methodologies.

• Exceptional communication skills and executive presence, adept at engaging C-level buyers and influencers.

• A demonstrated history of meeting or exceeding annual recurring revenue (ARR) goals and forecast commitments.

• Proficient in using Salesforce.com CRM and sales engagement tools.

• Self-driven, highly accountable, and capable of working independently in a fast-paced, results-oriented environment.

• A pre-existing book of business or established relationships within target verticals is preferred.

• Experience in working with or selling to PCI-regulated industries is advantageous.

• Familiarity with cybersecurity frameworks such as NIST, ISO, and HIPAA, as well as managed detection/response solutions, is preferred.

• A Bachelor’s degree or equivalent experience is preferred.

🏝️ Benefits

• Competitive base salary plus uncapped commissions.

• Comprehensive health, dental, and vision benefits.

• 401(k) plan with company matching contributions.

• Generous paid time off (PTO) and holiday schedule.

• Opportunities for career growth in a rapidly expanding global compliance and cybersecurity organization.

• A remote-friendly and flexible work environment.