Strategic Account Executive

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

📋 Description

• Oversee the largest and most intricate enterprise accounts with more than 10,000 employees, managing interactions from the initial discussions to contract finalization and expansion.

• Spearhead consultative, multi-stakeholder sales processes in competitive environments dominated by established players.

• Assist customers in navigating complex enterprise purchasing procedures.

• Identify customer challenges and connect them with value-oriented solutions.

• Develop business cases and quantify return on investment for various stakeholder groups.

• Customize demonstrations and messaging for both technical security leaders and C-suite executives.

• Ensure precise account and opportunity data management across Salesforce, Highspot, and Close Plan.

• Apply a repeatable sales methodology to oversee multiple high-value transactions.

• Gather, organize, and document customer insights effectively.

• Advocate for the customer within Product and Marketing to impact prioritization, roadmap, and positioning.

• Collaborate with Sales Engineers, Marketing, Business Development Representatives, Product, and Customer Success to secure new logos.

• Partner with founders, Product, and Marketing to align top-of-funnel demand with enterprise and partner sales strategies.

• Contribute to the development of the company’s enterprise sales playbook.

⛳️ Requirements

• Minimum of 5 years of experience in strategic or enterprise SaaS sales.

• Proven experience selling to organizations with over 3,000 employees.

• Demonstrated success in closing six-figure deals.

• Proven ability to drive millions in pipeline.

• Consistently surpassing new Annual Recurring Revenue (ARR) targets.

• Technical proficiency in selling products focused on security.

• Capability to independently prospect, manage deals, and close without significant support.

• Strong skills in discovery and understanding customer needs.

• Ability to convert technical value into tangible business results.

• Experience in selling security, email security, or detection systems is advantageous.

• Familiarity with start-up environments is a plus.

• Exposure to Product-Led Growth (PLG) sales methods is a bonus.

• Comfort in selling alongside highly technical founders is an advantage.

🏝️ Benefits

• $36 million in Series A funding led by Battery Ventures, Accel, and Foundation Capital.

• Opportunity to work closely with founders and builders who have developed global-scale security platforms.

• Significant influence on deals, strategy, product roadmap, positioning, and overall company direction.

• A flat, fast-paced culture with clearly defined KPIs and full ownership.