Account Executive owning full - cycle new - logo sales for ServiceCentral’s warranty, repair, and service - management software. Building outbound motion and closing SMB, mid - market, and enterprise deals.
About the role
- Enterprise Account Executive selling Ent’s intent-aware workspace security platform to large security teams. Owning cybersecurity sales cycles, technical evaluations, enterprise negotiations, and quota.
Responsibilities
- Sell Ent's intent-aware workspace security platform to security teams at organizations with 5,000 employees and up
- Own a quota and manage the full sales cycle from first conversation through signature and handoff
- Open named accounts through existing relationships with security leaders
- Build pipeline through outbound prospecting, networking, events, and partners
- Develop account plans covering organizational structure, security priorities, budget cycles, incumbents, and decision paths
- Run technical evaluations and proofs of value with security teams and Ent engineers
- Multithread relationships across CISOs, security architects, IT and identity owners, procurement, legal, and executive sponsors
- Build business cases for enterprise budget processes
- Navigate security reviews, privacy, legal redlines, and procurement
- Forecast deal status and quarterly outcomes accurately
- Bring customer objections, competitive patterns, and product gaps back to the product and sales teams
- Use AI for account research, preparation, follow-up, and call review, and share effective practices with the team
Requirements
- 5+ years carrying a quota in a full-cycle closing role selling cybersecurity
- Endpoint security experience preferred
- Experience selling to CISOs and their teams
- Ability to hold technical conversations with security architects
- Existing, current relationships with security leaders
- Experience selling to organizations with 5,000 employees and up
- Experience with multi-stakeholder deals, technical evaluations, security reviews, and sales cycles measured in quarters
- Self-sourced pipeline experience
- Coachability and experience incorporating call reviews and feedback
- Early-stage startup sales experience is a bonus
- Experience with formal sales methodologies is a bonus
- Experience selling through partners or resellers is a bonus
- Experience closing a seven-figure deal or landing a first logo in a regulated industry is a bonus
- Experience working a territory outside the US is a bonus
- Interest in applying AI to sales is a bonus
Benefits
- Meaningful equity on top of salary
- 90% of medical, dental, and vision insurance paid by Ent
- 75% of medical, dental, and vision insurance paid for dependents
- Flexible PTO
- 12 weeks of fully paid maternity leave (birth, adoption, or foster)
- 8 weeks of fully paid paternity leave
- $100 monthly lifestyle account for fitness, wellness, learning, and more
- $500 home office stipend for remote employees
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
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