Account Executive

Defy Security; Minneapolis (MN); Remote; USD 120,000 - 250,000; Full time

Benefits offered by this job

Competitive commission structure

Medical, Dental, and Vision Insurance

401(k) with Company Match

Unlimited PTO

Tuition Assistance

Job summary

A leading cybersecurity solution provider is seeking an experienced Account Executive to drive enterprise cybersecurity sales across large, complex organizations. The ideal candidate has over 6 years of experience in technology sales and a proven track record of closing complex deals. This remote role expects 50% travel for client engagements, focusing on creating impact through strategic selling and building executive relationships.

Qualifications

• 6+ years of successful quota-carrying experience in enterprise cybersecurity, SaaS, or complex technology sales.
• Proven ability to close complex deals in the $500k–$5M+ range with enterprise clients.
• Experience working with or within channel ecosystems.

Responsibilities

• Drive new business by leading the full sales cycle.
• Collaborate closely with internal teams for client success.
• Engage with C-level executives to position the company as a trusted advisor.
• Meet and exceed quarterly sales targets for bookings, revenue, and gross margin.
• Develop and manage a robust pipeline with accurate forecasting.
• Navigate procurement, RFP processes, and multi-stakeholder buying committees.
• Meet or exceed quarterly bookings, revenue, and gross margin targets.

Skills

Successful quota-carrying experience in enterprise cybersecurity

Ability to close complex deals

Experience selling across multiple cybersecurity domains

Familiarity with consultative selling methodologies

Building executive relationships

Job description

Defy Security is one of the fastest-growing cybersecurity solution providers in North America. We help enterprise organizations secure their environments by delivering cutting-edge products, expert services, and a consultative approach tailored to each client's unique needs. At Defy, we value innovation, speed, and trust — and we’re building a team that thrives on creating impact for customers.

Role Overview

Defy Security is seeking a high-energy, experienced Account Executive to drive enterprise cybersecurity sales across large, complex organizations. This role is ideal for a strategic seller who thrives in a fast-paced, entrepreneurial environment and is passionate about delivering cybersecurity outcomes to CISOs, CIOs, CTOs, and other executive stakeholders.

You will play a pivotal role in shaping customer strategies by selling cybersecurity platforms, services, and managed offerings across multiple domains — including network, cloud, endpoint, identity, and threat protection.

This is a remote position with 50% travel expected for client engagement.

Key Responsibilities

• Drive new business by leading the full sales cycle: from prospecting to closing 6–7 figure enterprise deals.
• Collaborate closely with internal teams — including Sales Engineers, Principal Consultants, and Channel Partners — to ensure solution alignment and client success.
• Engage with C-level executives (CISOs, CIOs, CFOs) to position Defy Security as a trusted advisor and strategic partner.
• Sell business outcomes, not just products — framing solutions in terms of ROI, TCO, risk reduction, compliance, and transformation.
• Develop and manage a strong pipeline and maintain accurate forecasting.
• Navigate complex procurement cycles, RFP processes, and multi-stakeholder buying committees.
• Meet and exceed quarterly sales targets for bookings, revenue, and gross margin.
• Stay current on the latest cybersecurity trends, threats, and emerging technologies.
• Deliver compelling presentations and demos tailored to executive audiences.
• OEM platform

What We’re Looking For

• 6+ years of successful quota-carrying experience in enterprise cybersecurity, SaaS, or complex technology sales.
• 8–12 years preferred for senior-level candidates
• Proven ability to close complex deals in the $500k–$5M+ range with enterprise clients.
• Track record of consistently meeting/exceeding 100%+ of sales targets.
• Experience selling across multiple cybersecurity domains (e.g., cloud security, IAM, endpoint, network).
• Familiarity with consultative selling and sales methodologies (e.g., MEDDPICC, Challenger, Command of the Message).
• Experience working with or within channel ecosystems (VARs, OEMs, distributors).

Core Attributes

• Strategic Thinker – Aligns security initiatives with enterprise business priorities.
• Trusted Advisor – Builds lasting executive relationships across IT, security, and business units.
• Value Communicator – Positions security as a business enabler and competitive advantage.
• Collaborative Seller – Works across teams and partners to drive customer success.
• Builder Mentality – Thrives in an entrepreneurial, high-growth environment.
• Proven value-based, platform seller: diagnoses business drivers, builds ROI/TCO cases, multi-threads to the C-suite, and closes multi-year, multi-product deals with measurable outcomes.
• Commission & Incentives: Competitive commission structure with uncapped potential
• Medical, Dental, and Vision Insurance
• 401(k) with Company Match
• Unlimited PTO
• Tuition Assistance

Exact compensation will be based on experience, qualifications, and market factors. Full details will be shared during the hiring process.

Defy Security is an Equal Opportunity Employer committed to building a diverse, inclusive, and equitable workplace. We celebrate diversity and provide equal employment opportunities regardless of race, gender, age, sexual orientation, disability, veteran status, or any protected characteristic.

Seniority level

• Mid-Senior level

Employment type

• Full-time

Industries

• Computer and Network Security