Account Executive-North East

Job description

**This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Executive – North East based in the United States.** The Account Executive will drive enterprise growth across the Northeast by building a strong pipeline and securing strategic cybersecurity partnerships with mid-market and large organizations. This role is ideal for an experienced SaaS sales professional who excels at outbound prospecting, navigates complex sales cycles, and communicates the value of AI-powered security solutions. You will engage directly with CISOs and senior security leaders, translating sophisticated technical capabilities into measurable business outcomes. Working closely with Sales Engineering, Product, Marketing, and Customer Success, you will lead evaluations, develop territory strategies, and close high-value enterprise agreements. You will also identify opportunities to expand existing accounts and establish long-term customer relationships. This is an opportunity to join an ambitious, fast-growing cybersecurity environment at the forefront of agentic AI and continuous penetration testing. ### Accountabilities: In this role, you will own enterprise sales activities across the Northeast, from territory development and outbound prospecting to complex deal execution and strategic account expansion. Your responsibilities will include: - **Pipeline generation:** Build and develop a high-quality enterprise pipeline through targeted outbound prospecting, executive networking, and channel partnerships. - **Territory development:** Establish and execute a territory strategy to identify new opportunities, develop market presence, and grow revenue across the Northeast. - **Complex sales execution:** Manage multi-stakeholder enterprise sales cycles, from initial discovery and qualification through negotiation, closing, and expansion. - **Revenue generation:** Drive high-value deals with six- and seven-figure annual contract value potential, building a sustainable foundation for long-term revenue growth. - **Executive engagement:** Build relationships with CISOs, application security leaders, cloud security teams, security architects, and other senior decision-makers. - **Value-based selling:** Translate technical cybersecurity capabilities into clear, data-driven business cases that demonstrate value, address customer priorities, and differentiate the solution from competitors. - **Technical evaluations:** Partner with Sales Engineering to lead product evaluations, technical validations, proof-of-value initiatives, and demonstrations tailored to customer requirements. - **Account acquisition and expansion:** Secure initial customer engagements and develop successful land-and-expand strategies to grow strategic accounts over time. - **Cross-functional collaboration:** Work with Product, Marketing, Sales Engineering, and Customer Success to refine messaging, strengthen competitive positioning, share customer insights, and improve sales execution. - **Forecasting and pipeline management:** Maintain accurate forecasts, monitor deal progress, and manage sales opportunities with discipline and precision. - **Industry representation:** Represent the business at regional events, executive roundtables, and industry conferences to strengthen relationships and generate new opportunities. **Requirements:** The ideal candidate will bring extensive enterprise SaaS and cybersecurity sales experience, a proven ability to close high-value agreements, and the initiative to build a territory from the ground up. Key qualifications include: - **Enterprise SaaS sales experience:** At least 5 years of experience selling SaaS solutions to large enterprise customers. - **Cybersecurity expertise:** At least 5 years of experience selling cybersecurity solutions into enterprise organizations. - **High-value deal experience:** A demonstrated track record of managing sales cycles with annual contract values of $100,000 or more, including opportunities for high six- and seven-figure expansions. - **Outbound prospecting:** Strong hunter mentality and proven ability to generate pipeline, develop new territories, and create opportunities through proactive outreach. - **Enterprise stakeholder engagement:** Deep experience selling to CISOs, Application Security (AppSec) teams, Cloud Security teams, and Security Architecture stakeholders. - **Complex sales management:** Ability to navigate multi-threaded sales cycles, coordinate diverse stakeholders, maintain disciplined forecasting, and drive deals toward closure. - **Technical and business communication:** Exceptional communication skills, with the ability to explain complex security concepts in terms of business value and risk reduction. - **Executive presence:** Confidence engaging senior executives, building credibility, and influencing strategic purchasing decisions. - **Technical collaboration:** Experience working with sales engineers and technical teams to support product demonstrations, evaluations, and validation processes. - **Execution and ownership:** A hands-on approach, strong attention to detail, and the ability to operate with urgency, precision, and accountability in a fast-paced environment. - **Adaptability:** Comfort working in a high-growth business where priorities evolve and individual initiative is essential. - **Preferred qualification:** Experience in an early-stage, hypergrowth technology company. **Benefits:** The role offers the opportunity to contribute directly to enterprise growth within an ambitious cybersecurity business developing AI-driven security technology. - **High-impact sales opportunity:** Own enterprise expansion across the Northeast and help establish strategic customer relationships. - **Significant deal potential:** Work on enterprise sales opportunities with $100,000+ annual contract values and substantial expansion potential. - **Innovative technology:** Represent an AI-powered cybersecurity solution focused on continuous penetration testing and evolving attack surfaces. - **Cross-functional collaboration:** Work closely with Product, Marketing, Sales Engineering, and Customer Success. - **Career growth:** Gain exposure to enterprise cybersecurity sales in a high-growth, early-stage environment. - **Industry engagement:** Participate in regional events, executive roundtables, and cybersecurity conferences. - **Compensation:** Salary, commission structure, equity, healthcare, retirement benefits, and other specific perks were not provided in the original job description.