Senior Account Executive GOV - ANZ

Job description

## 🌀 The Company **Founded in 2022, Filigran is a global cybersecurity company on a mission to empower defense teams to be proactive through open-source solutions that uncover threats and drive action.** Filigran stands out in the cybersecurity ecosystem through its open-source, AI-powered and threat-informed approach to Continuous Threat Exposure Management (CTEM). Our eXtended Threat Management (XTM) platform brings together threat intelligence, exposure validation and cyber risk reduction, enabling organizations to better understand their threat landscape and take action. At the heart of Filigran is our open-source approach. Our vision is to unite defenders into a global community to make security more open, resilient and collaborative. As Filigran continues to scale globally, we are building the organization, infrastructure and capabilities needed for our next stage of growth. How we scale matters just as much as how fast we scale: our CORE values: Cohesion, Openness, Responsibility and Equity shape how we work together, make decisions and build for the future. ## 🎯 The Role We're looking for a Senior Account Executive GOV, ANZ to join our Go-to-Market team and drive strategic Government growth across our ANZ region. You'll own the full sales cycle, from identifying new opportunities to closing complex enterprise deals, while helping organizations adopt Filigran's open-source cybersecurity platforms. This role is ideal for an experienced Sales Executive in the Government vertical who creates opportunities rather than waits for them. You'll work closely with Solutions Engineers, Customer Success, Marketing, Product, and Partners to deliver exceptional customer outcomes and contribute to Filigran's long-term growth. ## 💼 Your Responsibilities **Your Responsibilities** - Own the full enterprise sales cycle, from prospecting through negotiation and close. - Build and execute a territory strategy focused on sustainable long-term growth. - Generate qualified pipeline through outbound prospecting, executive networking, partner engagement, events, referrals, and creative account strategies. - Develop executive relationships, build strong champions, and navigate complex buying committees. - Lead strategic opportunities valued at $200K+ ARR, managing long sales cycles and multiple stakeholders across the Government vertical - Leverage AI tools and methodologies to improve prospecting, account planning, productivity, and sales execution. - Collaborate closely with Solutions Engineers, Customer Success, Marketing, Product, and Partners to maximize customer success and revenue growth. - Maintain accurate forecasting, CRM hygiene, and apply MEDDIC principles to identify risks early and drive action plans. - Continuously contribute to improving sales processes, best practices, and team performance. ## 🤝 Who You’ll Work With - Reports to the Regional Director, ANZ. - Partners closely with Solutions Engineers throughout the sales cycle. - Works alongside Customer Success to ensure smooth customer onboarding and long-term adoption. - Collaborates with Marketing on pipeline generation and strategic campaigns. - Engages regularly with Product and Engineering to relay customer feedback and market insights. - Works closely with Partners to expand market reach and drive joint opportunities. ## 🧬 Profile We’re Looking For - Minimum **5 years of experience** in complex B2B enterprise software sales. - Minimum 10+ years of experience selling into the Government space across ANZ - Strong interest in AI and its applications in cybersecurity. - Comfortable leveraging AI-powered tools (LLMs, copilots, automation) to improve productivity, research, account planning, and customer engagement. - Proven track record of closing **$200K+ ARR** new business opportunities. - Experience building pipeline through outbound prospecting, executive networking, partnerships, referrals, and events. - Strong ability to develop executive relationships, build champions, and navigate complex enterprise buying committees. - Knowledge of **MEDDIC**, Challenger Sale, or similar enterprise sales methodologies (strong MEDDIC experience is a plus). - Business acumen with an understanding of today's cybersecurity landscape; previous cybersecurity sales experience is a plus but not required. - Comfortable operating in a fast-paced, remote-first, and highly collaborative environment. - Entrepreneurial mindset with a strong sense of ownership, accountability, curiosity, resilience, and coachability. - Passionate about delivering long-term customer value beyond the initial sale. - French is a plus **We are looking for someone who:** - Has an entrepreneurial mindset and creates opportunities instead of waiting for them. - Demonstrates a "fix it, don't complain" attitude. - Is highly coachable while bringing ideas and challenging the status quo respectfully. - Enjoys enabling teammates by sharing best practices and contributing to the team's success. - Is resilient, adaptable, and comfortable operating in a rapidly evolving environment. - Holds themselves accountable for outcomes rather than activities. - Maintains high integrity and puts the customer's success first. - Brings energy, curiosity, and a strong desire to continuously learn. ## 🌱 **Why Join Filigran? More than just a job.** We are a **fast-growing, global and remote-first company**, and we believe the best work combines **purpose, impact and innovation**. You’ll work alongside talented people across the world who care about what they build, how they build it, and the impact they make on the broader cybersecurity ecosystem. ⭐ **Be part of something bigger** We believe we do work that matters. Our open-source approach means that work extends beyond Filigran. You’re contributing to technology and ideas that strengthen a global community of defenders and help make cybersecurity more open and collaborative. 💻 **Work at the edge of what’s next** We bring together cybersecurity, open source and AI — giving you the opportunity to work with emerging technologies, experiment with new ways of working, and contribute to how they are applied in practice. 🌍 **Global opportunity without borders** Be part of a fast-growing, truly international team — collaborating across Europe, North America, APJ and beyond, with the flexibility of a remote-first environment. As we grow, you’ll have opportunities to expand your scope, take ownership, learn quickly and grow with us. 🧭 **A culture grounded in CORE** **Cohesion, Openness, Responsibility and Equity** define how we work together — with openness, ownership, collaboration and respect. These are the principles that guide how we make decisions, treat people and grow together, especially when no one’s watching. ## 💰 **What you can expect** - **Competitive compensation + equity** — everyone shares in our success - **Remote-first flexibility** — work from wherever you’re based, with flexibility built into how we operate - **25 days PTO baseline** — real time to disconnect, recharge and enjoy life outside work - **Volunteer days** — paid time to contribute to causes that matter to you - **Set up for success** — choose the equipment that works for you, with additional support for your remote work and development needs as our programs evolve - **Two annual in-person get-togethers** — one global company get-together and one team get-together, creating dedicated time to connect, collaborate and strengthen our culture beyond the screen ## 🌍 **Equal Employment Opportunity** **We enable cybersecurity through inclusion — from code to culture.** At Filigran, we are proud to be an equal opportunity employer. We believe the diversity of our people makes our products and our team stronger. We welcome talent of every background, identity and lived experience, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, age, disability or veteran status. What matters here is what you bring, not what you look like, where you’re from or how you identify. ## 🚀 **Ready to Join Us?** Apply now and help us build the future of the cybersecurity ecosystem, together.