Enterprise Account Executive - New England

Kenyan Edu; Boston; Hybrid; GBP 111,000 - 334,000; Full time

Benefits offered by this job

Unlimited PTO

Parental leave 24 weeks

Health benefits

Equity

Job summary

Expel is seeking an experienced Enterprise Sales professional in the Boston/New England area. You will own the full sales cycle, educate customers, and build trusted partnerships to drive information security solutions.

You have 5+ years in professional sales, with at least 3 in enterprise information security, and a Bachelor's degree. You’ll communicate with business and technical buyers and leverage MEDDPIC where applicable.

Qualifications

• 5+ years of professional sales experience, with at least 3 in enterprise information security sales.
• Ability to talk to both business and technical buyers and translate needs into solutions.
• Strong consultative sales approach with a focus on transparency, honesty, and integrity.

Responsibilities

• Act as a change agent and educator, not just a salesperson.
• Understand Expel and how it maps to customer problems.
• Introduce Expel to customers who believe in you and fit. Bring them on board.
• Engage with new prospective customers and build personal relationships.
• Share market learnings to help Expel fit better and move opportunities to yes.
• Seamlessly own the full sales cycle, with MEDDPIC being a plus.

Skills

Consultative selling

Customer-focused

Information security knowledge

Full sales cycle ownership

MEDDPIC familiarity

Education

Bachelor's degree

Job description

Headquarters: Remote

At Expel, we believe if we take care of our employees, they will take care of our customers, and the rest will work itself out. It’s as simple as that. We have built a great place to work where the culture is truly transparent, people love what they do, and work gets appreciated.

Now we’re scaling a sales culture that is also transparent and customer-focused. A place where our customers rave about our sales team. Where they speak of trust, openness, respect, and integrity. We want our customers to not only love our product but feel good about how they are treated during every interaction with us.

That’s where you come in. The relationships you have with current and previous customers matter! Your customers frequently introduce you to new people because of the way you work to help them solve real problems. This didn't happen overnight; it's something you've crafted for years and that experience shows.

You ask questions to understand problems and you enjoy being a true partner to solve them. You’re thoughtful and calm. Your customers walk with you because they know you only sell products you believe in, products you stand behind, and products only for a problem you actually have. We know that no matter how good a product is, someone has to guide the sales process – and you excel at this.

You haven’t sold just any enterprise product, you’ve sold information security products. It’s a market with sometimes confusing, overlapping messages and frequently unclear value propositions. Fear-selling nonsense is not how you do business; you show value.

If this resonates with you, we'd love to hear from you. You're our kind of seller.

We are looking for this individual to be located in the Boston/New England area.

What Expel can do for you

• We provide an opportunity to tackle real business security problems
• We connect you with companies who truly want to get better at information security and are eager to have conversations that matter and go beyond the sale of a service
• We offer you people and a company who want to deliver an outstanding solution, and to reach the right customers we need to be excellent at sales
• We'll give you experience in a startup environment with a team who truly cares about doing meaningful work
• We provide a simple compensation plan that pays you well for closing deals and includes a strong accelerator when you overachieve

What you can do for Expel

• Act as a change agent and educator, you’re not just a salesperson
• Understand what Expel does and how it maps to your customer's business problems
• Introduce Expel to the customers who believe in you and tell them what we do. Find where we fit and bring them on board, so we can help them together.
• Engage with new prospective customers. Begin to build your personal relationship with them as you tell them about Expel. If Expel fits, change them from prospects to customers.
• Tell us what you learn as you explore the market. Help us understand where Expel fits, what we are missing, how can we be better, and ultimately, get to “yes” before “no”
• Seamlessly own the full sales cycle with a high degree of technical proficiency, familiarity with MEDDPIC is a plus

What you should bring with you

• A real passion for consultative, customer-focused sales based on transparency, honesty, and integrity
• A deep understanding of information security -- technologies, products, and services; direct experience with managed security is even more helpful
• Resiliency -- you have a keen sense of where you’re going and what you can accomplish here, setbacks or challenges don’t interfere with your momentum
• Empathy for your clients and their challenges
• An ability to talk to both business and technical buyers about what you’re selling - you don’t have to be an engineer, but you do need to understand what you sell
• A Bachelor’s degree or a compelling story
• 5+ years of professional experience, with at least 3 in enterprise information security sales

Additional notes

We're looking to hire in set territories across the United States.

The target compensation for this role is $150,000 USD base and $300,000 USD OTE, plus equity.

We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.

We’re only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.

We’re an Equal Opportunity Employer: You’ll receive consideration for employment without regard to race, sex, color, age, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

We’ll ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please let us know if you need accommodation of any kind.

#LI-RemoteSalary Range$150,000—$150,000 USD