Account Exec - Enterprise (Cleveland)

Arctic Wolf; Kentucky; Hybrid; USD 91,000 - 194,000; Full time

Job summary

Arctic Wolf is seeking an Enterprise Account Executive to drive new account acquisition in the SMB to Enterprise segment. You will work with SEs, channel, events, and customer success to achieve sales goals.

Responsibilities include managing multiple Enterprise opportunities, collaborating across teams, and leading weekly territory calls to keep deals moving forward. A Bachelor's degree and 2–5+ years in sales, including NC market experience, are preferred.

Qualifications

• Excellent written and verbal communication with customers and colleagues at all levels.
• Ability to work independently and as part of a team.
• Solid technology, spreadsheet and CRM utilization.
• Experience translating technical concepts to technical and non-technical audiences.
• Ability to stay current in rapidly developing tech, competitive, and product environments.
• Collaborative leadership within a sales team and across functions.

Responsibilities

• Meet quarterly and annual quotas with a measurable sales process for Enterprise opportunities.
• Identify new Enterprise prospects in the territory through discovery calls, partner meetings, events, and prospecting.
• Manage multiple sales cycles and 10–20 Enterprise opportunities per quarter.
• Differentiate offerings to align with customer requirements and outcomes in Enterprise deals.
• Collaborate with internal teams to build pipeline and expand territory opportunities.
• Be the primary liaison for internal collaboration and drive the sales process forward.
• Lead weekly territory calls and coordinate with pre-sales, marketing, channel, and BD teams.

Skills

Effective communication

Independent work

CRM proficiency

Translate technical concepts

Collaboration and leadership

Sales process

Education

Bachelor's Degree

Tools

CRM software

Job description

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We're proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN's Products of the Year award in the inaugural Security Operations Platform category. Join a company that's not only leading, but also shaping, the future of security operations. Our mission is simple: End Cyber Risk. We're looking for an Account Executive - Enterprise to be a part of making this happen.

Location Remote -- must be based in Cleveland Ohio.

About the Role

The Enterprise Account Executive is a major contributor to Arctic Wolf fast-growth success who drives and quarterbacks new account acquisition in the small to medium enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the AE holds responsibility and accountability for achieving sales goals.

Responsibilities

• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Enterprise opportunities.
• Identify net new Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting.
• Manage multiple sales cycles and customer priorities with 10-20 Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities.
• Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer.
• Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory.
• Be the key person to build solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward. This requires being the leading voice for internal collaboration.
• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources.

Who You Are

• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
• Ability to work independently and as part of a team
• Solid level of technology, spreadsheet and CRM utilization
• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
• Ability to develop and retain currency in rapidly developing technological, competitive, and product environments
• Collaboration and leadership skills within sales team, in cross-functional setting, with customers and resellers
• Skilled in selling techniques within a proven sales process framework

Minimum Qualifications

• 2-5+ years direct or channel sales experience with strong prospecting ability
• Experience working in a collaborative team environment
• A proven track record of consistent sales quota achievement
• A proven track record of selling in the NC market

Preferred Qualifications

• Experience selling SaaS, Security, Services in technology.
• Bachelor's Degree

On-Camera Policy

To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews. Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers. We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.

About Arctic Wolf

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2025), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024-2026). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.

Values

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good. We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here. We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.

All wolves receive compelling compensation and benefits packages, including:

• Equity for all employees
• Flexible time off and paid volunteer days
• RRSP and 401k match
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services
• Robust Employee Assistance Program (EAP) with mental health services
• Fertility support and paid parental leave

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law.

Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing [e-mail].

Security Requirements conduct duties and responsibilities in accordance with AWN's Information Security policies, standards, processes, and controls to protect the confidentiality, integrity, and availability of AWN business information (in accordance with our employee handbook and corporate policies). Background checks are required for this position. This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations ("EAR"). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these laws and regulations.

The base salary range for this job family is 91,000 to 194,000 USD annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law.

Arctic Wolf is committed to fostering a welcoming, accessible, respectful and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our recruitment, assessment and selection processes as accessible as possible and provide accommodations as required for applicants with disabilities. If you require a reasonable accommodation for any part of the application or hiring process, you may make a request by calling the Arctic Wolf general contact number at 1-888-272-8429 and asking to speak to Recruiting, or by emailing [e-mail].