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
- Strategic Account Executive selling Ent’s workspace security platform to large enterprises through security partners. Owning full-cycle deals, technical evaluations, and channel-driven pipeline.
Responsibilities
- Own a quota and run the full sales cycle from first conversation through signature and clean handoff
- Sell with and through security channel partners and solution providers
- Conduct joint account planning, co-selling, and partner-registered deals
- Build partner relationships, enablement, operating rhythm, and partner pipeline in the territory
- Open direct accounts through existing relationships
- Create account plans covering org charts, security priorities, budget cycles, incumbents, and decision makers
- Run technical evaluations and proofs of value with security teams, internal engineers, and partner engineers
- Multithread across CISOs, security architects, IT and identity owners, procurement, legal, and executive sponsors
- Build business cases that withstand budget reviews
- Navigate security reviews, privacy, legal redlines, and procurement
- Forecast direct and partner-sourced pipeline accurately
- Feed customer and partner insights into the product roadmap, sales pitch, and partner program
- Use AI for account research, preparation, follow-up, and call review
- Share effective AI-enabled sales practices with the broader team
Requirements
- Existing relationships with security channel partners, specifically GuidePoint Security or comparable security partners and solution providers
- 7+ years carrying a quota in a full-cycle closing role selling cybersecurity
- Meaningful share of experience sourced or influenced through the channel
- 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
- Experience with multi-stakeholder deals, technical evaluations, security reviews, and sales cycles measured in quarters
- Knowledge of deal registration, margin, joint planning, and partner/vendor dynamics
- Coachability and experience incorporating call reviews and deal feedback
- Early-stage startup sales experience and building partner relationships (bonus)
- Experience with a formal sales methodology (bonus)
- Interest in applying AI to sales (bonus)
Benefits
- Meaningful equity on top of salary
- 90% of medical, dental, and vision paid by Ent
- 75% of medical, dental, and vision 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
Tech skills
Location requirements
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