Senior Account Executive - Commercial- California

1 мес. назад

USASeniorRemote

Senior commercial sales role managing target accounts and existing book of business in cybersecurity SaaS.

Требования

6+ years of SaaS sales experience, preferably in cybersecurity with a focus on Commercial accounts.
Proven track record of meeting or exceeding sales quotas and KPIs, achieving President’s Club, top of stack ranking and KPIs.
Demonstrated experience in delivering forecasts to upward management.
Demonstrated success in upselling & cross-selling to both new customers and across a book of business, and in uncovering customer pain points beyond what's initially shared
Advanced skills in:
Prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with meticulous operating rigor in pipeline management, forecasting, and pacing to target
Business acumen, relationship building, solution selling, negotiation, & presenting to C-Suite
Written and verbal communication skills across email and communication tools such as Slack, and Zoom, with the demonstrated ability to make technical concepts accessible to non-technical parties.
Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management, and effectively communicate their value.
Resilient, self-motivated, and committed to consistently achieving targets while thriving in a remote environment.
Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve.
Extensive experience with Salesforce, Slack, Zoom, Linkedin Sales Navigator, and Outreach.

Другое

is growing. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing.
At , we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust to help their teams securely adopt the SaaS and AI tools they need to do their best work.
If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.
As a Senior Account Executive- Commercial, you manage a territory that includes target-accounts and an existing book of business that has companies with 500 - 2,500 employees. Your primary focus is hunting new business opportunities, building sales pipeline, and driving growth within the Commercial sector. You are also responsible for upselling into the existing account base, leveraging our entire product suite. How we’re using AI today Across GTM, we’re transforming the way we work with AI. We expect every seller, CSM, and team member to become a power user, using it daily to work smarter and move faster. AI is already embedded in how we operate – from real-time coaching that sharpens how we sell and interact with customers, to surfacing insights that help us anticipate needs – creating m
This is a field-based sales role. That means you are expected to be regularly engaged in customer-facing activities, including in-person meetings, events, and other travel as required to effectively support your territory.
Must be based in California, preferably in the San Francisco Bay Area, Los Angeles, Orange County, or San Diego.
Your primary work location will be your home office, but your role requires a lot of mobility and flexibility. Travel within your assigned territory, and occasionally outside of it, will be a part of your job, and you are responsible for managing your schedule in a way that works for the company and you.
Own Your Territory: Manage and grow your designated territory, focusing on acquiring new Commercial clients and expanding existing accounts.
Manage Pipeline: Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing our formalized sales process (MEDPICC preferred).
Drive New Business Growth: Design and implement effective sales strategies to meet or exceed sales targets by: Consistently meeting or exceeding quarterly sales quotas.
Maintaining a high volume of outbound activity, including calls, emails, and meetings.
Identifying and engaging key decision-makers within target accounts.
Developing and closing new business opportunities within your territory.
Drive Organic Growth: Identify opportunities to upsell and cross-sell ’s solutions within existing accounts, leveraging your understanding of Extended Access Management.
Close Multi-Product Deals: Identify opportunities and close large value deals with multiple product SKUs.
Engage the Industry: Attend industry events, trade shows, and conferences to represent , build brand presence and build relationships with potential customers. Interact with CISO’s, CIOs, and other VP level-contacts, demonstrating excellent executive presence and knowledge of the cybersecurity industry.
Stay Informed: Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management, to provide valuable insights to clients and position as an industry leader.
Collaborate Cross-Functionally: Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction, optimize client engagement, and identify growth opportunities.
Cultivate multi-threaded relationships within client organizations to enhance overall account health and long-term success.
Strategically leverage Partner, Alliance, and MSP relationships to create and close opportunities.
Focus on Solution Selling: Implement selling strategies to align our solutions with client needs and objectives, focusing on their pain points and positioning our solutions as essential, strategic tools.
Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
Present and Negotiate: Confidently present to C-suite executives, using a consultative approach while articulating the value proposition of our products and services.
Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals.
Lead high-stakes negotiations with a focus on driving mutually beneficial outcomes.
USA-based roles only: The annual base salary for this role is between $96,000 USD and $139,000 USD, and is commission-eligible. This role is also immediate participation in 's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. At , we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set. This posting is for an existing vacancy.
Our culture At , we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, is not for everyone . Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are hig
This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process. Our approach to work We recognize the power of both in person collaboration and remote work. Some roles are designated as remote-first, with an expectation that individuals work from their homes majority of the time, while others are designated as in-office roles, with an expectation of being on-site on a regular basis. We recognize that certain roles benefit from regular, in-person connection to support collaboration, team cohesion, and customer engagement. For all roles, occasional travel may be required. This includes things like: department-wide offsites, quarterly department meetings and periodic customer events. These events are typically hel
is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love.
Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at nextbit@ and we’ll work to meet your needs.
Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you.
Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law.
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