Account Executive
RemoteUnited States
United StatesRemoteFull TimeSmall
Full TimeSmall
Job Summary
Lead the complete sales process from discovery through demonstration, proposal, negotiation, and close for organizations seeking to simplify cybersecurity. Meet with IT leaders and executives to uncover pain points, translate capabilities into business value, and deliver tailored platform demonstrations that differentiate Defendify from fragmented point products. Partner with SDRs and specialized cybersecurity experts to manage stakeholders, pipeline, and forecast while consistently achieving revenue targets. Build trusted relationships and ensure a strong transition to Customer Success after the sale. Join an elite team of Account Executives and a dedicated Customer Success organization supporting thousands of organizations worldwide.
Required Qualifications
- At least three years of successful cybersecurity sales experience
- Track record of meeting or exceeding quota
- Practical understanding of cybersecurity products and services
- Ability to communicate credibly with technical and executive buyers
- Strong consultative discovery skills
- Strong demonstration skills
- Strong business-case development skills
- Strong negotiation skills
- Strong closing skills
- Ability to sell a multi-product platform
- Ability to recognize when to bring specialized experts into the sales process
- Excellent organization
- Strong follow-through
- Attention to detail
- Resilience
- Coachability
- Collaboration
- Ownership of results
- Willingness to spend meaningful time in Portland, Maine
Desired Qualifications
- Experience with Managed Detection and Response (MDR)
- Experience with Endpoint Detection and Response (EDR)
- Experience with penetration testing
- Experience with vulnerability management
- Experience with security awareness
- Experience with phishing simulations
- Experience with acceptable-use policies
- Experience with security assessments
- Experience with compromised password scanning
- Experience with website scanning
- Experience selling to IT leaders
- Experience selling to security professionals
- Experience selling to executives
- Experience selling to other stakeholders
- Experience uncovering business impact
- Experience connecting capabilities to meaningful business outcomes
- Experience managing stakeholders
- Experience managing next steps
- Experience managing pipeline
- Experience managing forecast
- Experience creating qualified meetings
- Experience supporting customers after the sale
- Experience working alongside an elite team of Account Executives
- Experience working with a dedicated Sales Development team
- Experience working with a Customer Success team
- Experience solving meaningful customer problems
- Experience earning business
- Experience building stronger, more resilient security programs
- Experience simplifying cybersecurity
- Experience leading an effective sales process
- Experience guiding customers from the first customer meeting through discovery
- Experience guiding customers through solution alignment
- Experience guiding customers through demonstration
- Experience guiding customers through negotiation
- Experience guiding customers through close
- Experience understanding customer needs
- Experience identifying pain points
- Experience translating cybersecurity capabilities into clear business and risk-reduction value
- Experience delivering tailored platform demonstrations
- Experience differentiating from fragmented point products
- Experience differentiating from competing alternatives
- Experience partnering with SDRs
- Experience partnering with cybersecurity experts
- Experience helping organizations reduce risk
- Experience helping organizations build stronger cybersecurity posture
- Experience working in a differentiated platform environment
- Experience addressing immediate priorities
- Experience creating opportunities to expand customer relationships over time
- Experience joining an Inc. 5000 honoree
- Experience working with a dedicated SDR team focused on creating conversations and booking meetings
- Experience bringing cybersecurity experts into opportunities when deeper guidance is needed
- Experience working with accomplished Account Executives
- Experience working with a dedicated Customer Success organization
- Experience helping all organizations make sense of complexity
- Experience showing customers a more comprehensive path forward
- Experience strengthening cybersecurity across people, processes, and technology
- Experience using one platform and a team of experts behind it
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.