Account Executive

Liminal; Denver (CO); On-site; USD 110,000 - 125,000; Full time

Job summary

Liminal is seeking an Account Executive to navigate security solution selling in complex enterprise environments. You will own the territory, drive annual revenue bookings, acquire new logos, and deliver exceptional value to customers while collaborating with our leadership team.

You’ll prospect, build relationships with CISOs and CIOs, manage multiple opportunities end-to-end, and partner with Customer Success and our ecosystem to scale go-to-market.

Qualifications

• Proven track record prospecting and generating enterprise leads.

Responsibilities

• Prospect and generate enterprise leads through research and cold outreach.

Skills

Prospecting & lead generation

CISO/CIO selling

Enterprise software sales

Quota management $1M+

Solution selling

Stakeholder management

Presentation skills

Strong communication

Tools

HubSpot

Gong

Job description

Liminal is the way regulated enterprises securely leverage generative AI. Liminal's AI security, governance, and enablement platform gives customers the powerful workflow productivity tools they want to safely maximize the value of generative AI anywhere they work, while providing unparalleled data protection, administration, and observability capabilities. Visit our website at www.liminal.ai to hear from our customers Delta Dental and Northern Arizona Healthcare.

Liminal is looking for an Account Executive who knows how to navigate security solution selling in complex enterprise organizations. We are seeking someone who is knowledgeable about customer-specific challenges and business objectives and understands what it means to sell on value to C-suite executives. We need a hunter mentality salesperson who has a consultative sales approach and a successful track record of growing and onboarding clients with polished presentation skills. You will ultimately be responsible for your own success within the territory, ensuring annual revenue bookings and new logo acquisition while providing the best experience possible for our customers.

You’ll join a tight-knit team that values collaboration and shared success. Working alongside our CEO, CBO, CTO, and CMO, you’ll help define how we expand within key accounts and scale our go-to-market motion. You’ll also collaborate daily with a Partner Account Executive and Customer Success Rep to deliver exceptional value to customers. This is a unique opportunity to work shoulder-to-shoulder with experienced leaders in a high-growth environment where every win is a team win.

What You’ll Do:

• Prospecting & lead generation: Identify and target potential customers through research, networking, and cold calling. Build new relationships with our enterprise customers and prospects to drive revenue, pipeline, and deployment capacity.
• Achieve short-term results (i.e. exceeding quota) while maintaining a long-term perspective to improve overall revenue generation
• Help us further refine our sales motion. We’re an early team, and your work will directly impact how our GTM function operates and succeeds.
• Establish and nurture strong relationships with key decision-makers and influencers in the cybersecurity and technology space
• Demonstrate/sell value to key stakeholders, primarily CISOs and CIOs, within the accounts during complex sales cycles with typical ARR ranging from $40K-95K
• Exceed activity, pipeline, and revenue goals on a quarterly basis
• Effectively manage multiple opportunities in a methodical and disciplined manner
• Manage and control the sales process at every stage through contract signing
• Track all opportunity and customer details including use case, purchase timeframes, next steps, and forecasting in Liminal’s RevOps tools (HubSpot, Gong, etc)
• Partner with customer success to ensure high satisfaction within your accounts
• Work with Liminal Partner Ecosystem members to understand and position their technologies, understand and articulate their value proposition to clients

Requirements:

• Proven track record of prospecting and lead generation by identifying and targeting potential enterprise clients through research, networking, and cold calling.
• Experience selling to VP and C-level executives, especially CISO/CIO personas
• The ideal candidate will thrive in a fast-paced, entrepreneurial startup environment
• 5+ years of software selling experience to larger mid-market and/or enterprise companies
• Experience managing a $1M+ quota, and running end-to-end complex deals
• An interest in applying emerging technologies, such as AI, in a business solution context
• SaaS and Security industry experience preferred
• Highly motivated and proven to be adept at exceeding sales bookings targets versus plan
• Proven history of managing and closing complex sales cycles using solution selling techniques in upper-mid-market and enterprise companies
• Experienced in engaging multiple stakeholders throughout the sales cycle including Legal, IT, Security, Finance, and Procurement
• Validated quota achiever (top 10% in your company)
• Strong interpersonal and presentation skills
• Outstanding verbal and written communication skills

Compensation

• $225k - $250k OTE, $110k-125k base salary based on experience+ equity participation

Our Values:

• We are kind. We assume positive intent, celebrate co-workers' success, avoid toxic behaviors, and call out bad acting when we see it.
• We earn trust by being authentic, humble, and empathetic. Empathy is the cornerstone of building trust, and trust is a requirement in a world that is certain to be full of change.
• We are fearless, bold, honest, direct, and candid. We dare to challenge assumptions and push boundaries, and are not afraid when someone challenges us. If we make mistakes, which we will, they are unique and good opportunities to learn.
• We value discourse, not dissonance. Constructive discourse is exceptionally healthy and desirable. Expect to be challenged and rise to the occasion! Create space for the best ideas to rise to the top and let data be the ultimate decision-maker, not emotion.
• We seek understanding, not consensus. As leaders, we stand firm in our informed convictions until data overturns them. It's healthy to disagree, but we commit to the outcome.
• We are owners. We empower each other to solve problems and take the initiative to meet our goals. We are purposeful and intentional in our thinking and know that we are individually accountable for our impacts on the company's results.
• We are curious and passionate about learning and constantly seek opportunities to grow and develop. Our space changes daily, and we adapt and mature with it.

Liminal is an equal-opportunity employer, and we value diversity at our company. We don't discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.