Enterprise account executive

About the Role

The company is looking for an Enterprise Account Executive to join our dynamic team. This team sells cutting-edge security solutions to Enterprise level accounts within a defined territory. The ideal candidate for the role will be located in Atlanta and have the following skillset:

• Strong hunter mindset: Strategic approach to early pipeline development.
• Proven track record of prospecting into enterprise accounts with the ability to leverage all five pillars of demand generation: AE prospecting, SDR, Marketing, Channel, and Customer referrals.
• Strategic qualification skills: Expert at uncovering and discovering customer pain points and business challenges.
• Exceptional presentation abilities: Skilled at crafting and delivering compelling value propositions based on customer needs.
• Sales process mastery: Demonstrated ability to execute a systematic, repeatable sales methodology while maintaining high quality across multiple concurrent opportunities.
• Data-driven approach: Excellence in maintaining accurate and consistent data for account and opportunity management.
• ROI expertise: Ability to develop and present compelling business cases showing multi-dimensional value to diverse stakeholders.
• Knowledge management: Skilled at capturing and organizing customer insights and market intelligence.
• Internal champion: Proven ability to navigate complex internal buying processes.
• Entrepreneurial spirit: Track record of success in high-growth environments with lean resources.
• Cross-functional leadership: Experience leveraging Sales Engineering, Marketing, BDRs, Product, and Customer Success teams effectively.

What you will do

• Sell the company's security solutions within your defined territory, focusing on exceeding new annual recurring revenue quota.
• Manage enterprise accounts (>3k mailbox organizations) throughout the full sales cycle, from initial engagement through contract signing and expansion.
• Build and maintain a robust pipeline through strategic prospecting into enterprise accounts.
• Partner with Customer Success to drive renewals and identify expansion opportunities.
• Maintain meticulous documentation and data accuracy across all sales systems.
• Serve as the voice of the customer/prospect with internal teams to drive prioritization and revenue growth.

Must Have

• Enterprise Account Hunter: 3+ years of direct enterprise experience prospecting, closing new logos, and growing major accounts against established competitors.
• Advanced negotiation skills with proven success in complex enterprise deals.
• Consistent top performer (top 5% of sales organization preferred).
• Technical acumen: Deep understanding of security, email, cloud, AI, and related technologies.
• Cyber-security Software sales experience: Track record of selling subscription software/SaaS to CISOs and security stakeholders.
• Start-up success: Demonstrated ability to thrive in early-stage environments and build territories from the ground up.
• BS/BA degree or equivalent work experience.