Public Sector Lead

Job description

About Delinea: Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. 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Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you. Apply today to help us achieve our mission. About the Role We're looking for a seasoned Enterprise Account Executive to own a portfolio of large, strategic accounts and drive net-new and expansion revenue. A senior individual-contributor level — you're expected to run full-cycle enterprise deals with minimal oversight, navigate complex buying committees, and act as a mentor to less experienced reps on the team and support the Regional Sales Director when required in leadership assignments. The role will require “Practice Lead” approach to the management of the industry vertical or accounts defined in your respective territory. This position will be based in Canberra What You'll Do · Own and grow a book of enterprise accounts (typically $1B+ revenue or equivalent strategic scale), managing the full sales cycle from prospecting through close · Build and execute account strategies and multi-threaded relationships across economic buyers, technical evaluators, and executive sponsors. Using Territory and Account planning methodologies to represent account engagement and account business planning. · Lead complex negotiations involving legal, procurement, and security review cycles · Consistently forecast accurately and manage a pipeline that supports quota attainment (typically $2.5M+ ARR annual quota, calibrate to your org) · Partner cross-functionally with Solutions Engineering, Customer Success, Legal, and Product to structure deals and remove blockers · Represent the voice of the customer internally, influencing product roadmap and go-to-market strategy · Mentor and coach junior QCR on deal strategy, objection handling, and account planning · Maintain rigorous CRM hygiene and contribute to sales process improvements What We're Looking For · 10+ years of enterprise (B2B) sales experience, with a track record of consistently exceeding quota on deals with 6-12+ month sales cycles · Demonstrated experience selling to VP/C-level stakeholders and managing multi-stakeholder, multi-department deals. · A demonstratable, proven track record of selling into Public Sector and Enterprise Accounts with established relationships in this Ecosystem. (Direct and Channel) · Strong command of a structured sales methodology (MEDDIC, Command of the Message, Salesforce Management, etc.) · Experience navigating procurement, legal, and security review processes at large organizations · Excellent executive presence — written and verbal communication skills that hold up in a boardroom · Operates with a high degree of autonomy; sets own account strategy with limited managerial input · Trusted to lead the most complex/highest-value deals in the territory · Viewed as a go-to resource by peers and cross-functional partners · Contributes to team-level process, not just individual quota Why work at Delinea? - We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities. - We invest in people who are smart, self-motivated, and collaborative. - What we offer in return is meaningful work, a culture of innovation and great career progression. At Delinea, our core values are STRONG and guide our behaviors and success: - Spirited - We bring energy and passion to everything we do - Trust - We act with integrity and deliver on our commitments - Respect - We listen, value different perspectives, and work as one team - Ownership - We take initiative and follow through - Nimble - We adapt quickly in a fast-changing environment - Global - We embrace diverse people and ideas to drive better outcomes We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.