Account Executive, SMB and Mid-Market

Job description

ABOUT IVERIFY We are Experts in Mobile Threat Hunting. The first mobile threat hunting company to protect mobile devices like any other vulnerable corporate endpoint. The mobile security market has a problem. Simply put, current solutions fail to meet the sophistication of modern threats or the growing privacy desires of mobile device users. We believe that it is time for something new. Not only because we care deeply about the safety of frontline users like journalists and activists - many of whom are doing important and often dangerous work - but because enterprises and consumers deserve real protection from advanced mobile threats without sacrificing privacy. We are building the first mobile threat hunting company to harmonize security and privacy in the face of a new class of mobile threats. Supported by some of the most well-respected VC firms, we aim to become the go-to mobile security solution for individuals who want to know they can trust their devices with their most sensitive information – without sacrificing privacy. ABOUT THE ROLE iVerify is seeking a high-energy Account Executive (based in the Eastern or Central time zone of the US) to own new customer acquisition across the SMB and Mid-Market segment. This is a high-velocity, full-cycle individual contributor role built around volume, speed, and repeatable execution. You will run a large number of concurrent opportunities, move deals from first meeting to signature in weeks rather than quarters, and lean heavily on channel and technology partners to extend your reach. We're looking for a competitive self-starter who generates the majority of their own pipeline, runs a disciplined process without needing to be managed through it, and knows how to sell simply and quickly to lean security and IT teams. You are equally comfortable dialing out on a Monday morning and running your own demo on a Tuesday afternoon. You want to help build the segment playbook, not inherit one. This is one of the first dedicated SMB and Mid-Market seats at iVerify. The person in it will shape how we sell to this segment for years to come. SEGMENT AND TERRITORY - Target organizations of up to approximately 1,500 employees. - Typical deal size of $15,000 to $150,000 in annual recurring revenue. - Typical sales cycles of 30 to 90 days. - Remote, United States. Candidates must reside in the Eastern or Central time zone. - Named strategic, Fortune 2000, and federal accounts sit outside this territory and are covered by the enterprise and federal motions. KEY RESPONSIBILITIES REVENUE GENERATION AND VELOCITY - Achieve and exceed monthly, quarterly, and annual revenue targets. - Run a high volume of concurrent opportunities and keep every one of them moving. Stalled deals get worked or closed, not parked. - Own the full cycle from first touch through prospecting, qualification, demonstration, trial, negotiation, and close. - Compress cycle time by driving clear next steps, tight timelines, and mutual accountability with the buyer. - Use product trials and hands-on evaluations to prove value fast rather than through long committee-driven evaluations. - Manage cycle time, win rate, and average deal size against segment benchmarks. PIPELINE GENERATION - Self-source the majority of your pipeline through outbound calling, email, social selling, and sequenced multi-channel prospecting. - Sustain the daily activity levels required to keep a high-velocity pipeline full. - Work inbound and marketing-sourced leads to a same-day speed-to-lead standard. - Maintain pipeline coverage sufficient to consistently achieve quota. - Re-engage closed-lost and dormant accounts through structured campaigns. - Generate pipeline at regional events, webinars, partner events, and through your own network. PARTNER AND CHANNEL ENGAGEMENT - Sell with and through VARs, MSPs, MSSPs, distributors, and technology alliance partners across your territory. - Build a repeatable co-selling rhythm with partner reps, including regular account mapping, pipeline reviews, and joint prospecting. - Enable partner sellers to identify, position, and qualify iVerify opportunities on their own. - Maintain clean deal registration and partner opportunity hygiene. - Drive partner-sourced and partner-influenced pipeline as a meaningful share of your number. - Act as the day-to-day iVerify contact for partners operating in the SMB and Mid-Market space. CUSTOMER ENGAGEMENT - Run crisp, compelling discovery calls and product demonstrations independently. - Sell to lean teams where the buyer is often an IT Director, Head of Security, or a CISO who is also the practitioner. - Translate mobile threat detection into plain business outcomes for teams that do not have time for a long technical evaluation. - Pull in Solutions Engineering where genuine technical depth is required, while remaining self-sufficient in the standard demonstration and trial motion. - Move procurement, security review, and commercial negotiation forward without losing momentum. FORECASTING AND SALES OPERATIONS - Maintain accurate opportunity, account, and forecast information in CRM on a daily basis. - Deliver an accurate and predictable weekly and monthly forecast. - Follow established qualification criteria, sales process, and stage exit requirements. - Use the sales tech stack, sequences, and playbooks as designed. CROSS-FUNCTIONAL COLLABORATION - Partner with Marketing on campaign performance, messaging, and lead quality in the segment. - Provide Product with structured feedback on what SMB and Mid-Market buyers ask for and object to. - Contribute to the segment playbook, including talk tracks, email templates, objection handling, and competitive plays. - Help set the standard for the reps who follow you into this segment. REQUIRED QUALIFICATIONS - 3 or more years of quota-carrying, full-cycle closing experience in SaaS, preferably cybersecurity, endpoint security, mobile security, or IT operations. - Proven track record of consistent quota attainment in a high-volume, high-velocity environment. - Demonstrated success self-sourcing pipeline rather than relying primarily on inbound or SDR support. - Comfort operating at high activity levels and managing a large number of concurrent opportunities. - Experience selling with or through channel partners such as VARs, MSPs, MSSPs, or distributors. - Strong discovery and demonstration skills, with the ability to run your own product demonstrations confidently. - Disciplined CRM usage and a track record of accurate forecasting. - Ability to communicate value quickly and simply to time-constrained, resource-constrained buyers. - Excellent written and verbal communication skills. - Coachability, resilience, and a track record of thriving in fast-paced startup environments where adaptability and personal ownership are critical. - Ability to travel occasionally within the territory, estimated at 20 percent or less. PREFERRED QUALIFICATIONS - Experience at an early-stage or high-growth cybersecurity company selling an emerging or lesser-known brand. - Familiarity with the mobile device management and endpoint ecosystem, including Intune, Jamf, and Workspace ONE. - Existing relationships within the MSP and MSSP community. - Working knowledge of enterprise sales methodologies such as MEDDPICC applied at velocity rather than as heavyweight process. - Experience with product-led or trial-driven evaluation motions. - Track record of competing successfully against larger, more established vendors. - Experience selling into regulated industries including financial services, healthcare, or professional services. SUCCESS METRICS - Quota attainment, measured monthly and quarterly. - New logo acquisition volume. - New ARR generated. - Self-sourced pipeline as a percentage of total pipeline. - Average sales cycle length and win rate. - Partner-sourced and partner-influenced pipeline. - Speed to lead and activity consistency. - Forecast accuracy. COMPENSATION Our salary ranges are determined by role, level, location, and employment type. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position. Within the range, individual pay is determined by a variety of factors, including, but not limited to, work location, job-related skills, experience, and relevant education or training. DIVERSITY, EQUITY, AND INCLUSION At iVerify, we are committed to building a diverse, equitable, and inclusive workplace and community. We believe that diversity in all its forms drives innovation and fosters creativity. We strive to create an environment where everyone feels valued, respected, and empowered to bring their authentic selves to work.