Account Executive
RemoteUnited States
Job Summary
Own the full new-business sales cycle for SMB and mid-market accounts in the North Central region, from prospecting and qualification through negotiation and close. Handle inbound marketing and event leads while identifying greenfield opportunities through outbound prospecting, partner collaboration, and local market intelligence. Partner with channel partners to build pipeline and improve win rates, then execute a territory plan targeting high-value prospects across Michigan, Minnesota, Illinois, Indiana, Ohio, and Wisconsin. Drive competitive takeouts and position Mend as the preferred AppSec platform, consistently achieving new-logo ARR targets and pipeline creation goals. Based in the Midwest, this role requires full-cycle closing experience and carries a closed ARR quota from month one.
Required Qualifications
- Demonstrated outbound prospecting experience (i.e., cold calls, sequencing, territory development) ideally in a market with limited existing pipeline
- Based in the Midwest: Chicago, Minneapolis, Detroit, Columbus, or a comparable North Central hub
- Full-cycle closing experience, or clear readiness to transition into one; this role carries a closed ARR quota from month one
- 2-5 years of total sales experience
- Experience in a BDR/SDR role before moving into a full-cycle closing role
Desired Qualifications
- Comfortable building a market from scratch, without an established playbook or local team and defining your own daily priorities
- Existing network in the local tech, security or developer tools community
- Experience selling SCA or AppSec platforms (i.e., Snyk, Veracode, Checkmarx, GitHub Advanced Security)
- Familiarity with CI/CD ecosystems (GitHub, GitLab, Jenkins, Azure DevOps, Bitbucket)
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