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About the Role
Our Enterprise Account Executive team works with our largest customers at a strategic level. You'll generate and win new business in IT sales, build a pipeline with partners and internal teams, and convert opportunities into new customers while driving revenue, adoption of new technologies, and market penetration in the enterprise space.
Responsibilities
- Identify, qualify, and develop new opportunities through prospecting and networking.
- Manage your territory's sales pipeline, target accounts, and vertical markets, and provide monthly and quarterly forecasts.
- Achieve assigned monthly, quarterly, and annual sales budgets, quotas, and revenue objectives.
- Collaborate with pre-sales, marketing, SDRs, distributors, VARs, MSPs, reseller partners, and integration ecosystem partners to build awareness, pipeline, and new-business campaigns.
- Develop and deliver partner business plans.
- Conduct proof-of-value technical validation engagements that connect the technology to customer and business value.
- Stay current on competitive and market intelligence, and share relevant feedback with executive management and internal teams.
- Maintain use and adoption of the sales technology stack, including Salesforce, Anthropic, Gong, LinkedIn Navigator, and Tableau.
Requirements
- A demonstrated record of generating and winning new business in IT sales and acquiring new logos while meeting or exceeding quota.
- The ability to manage a complex sales territory, customer relationships, and a pipeline independently.
- Experience in corporate technology, SaaS, or cybersecurity, with knowledge of the cybersecurity industry, technology stack, and security processes and ecosystems.
- A consultative approach to presenting ideas and products.
- Experience selling through channel partners and working with distributors, VARs, and MSPs.
- Understanding of information security, risk and compliance, and corporate IT buying processes.
- Experience using Salesforce or another customer relationship management platform.
- Knowledge of sales processes such as MEDDIC, Force Management, Challenger, or SPIN Selling.
- Ability to travel approximately 25-30% for regional meetings with prospects, customers, channel and ecosystem partners, and field marketing events.
- Successful completion of applicable background checks, conducted in accordance with local law.
Skills
- Salesforce
- Anthropic
- Gong
- LinkedIn Navigator
- Tableau
- MEDDIC
- Force Management
- Challenger
- SPIN Selling
Salary/Compensations
- £144,000-£210,000 (OTE)
Benefits
- Benefits
About the Company
- The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted.
- Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.
Equal Opportunity
- We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.
- We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.
- It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.