Account Executive

Kiteworks; United States; On-site; USD 90,000 - 140,000; Full time

Job summary

Kiteworks is seeking a Commercial Account Executive to own the full sales cycle for mid-market accounts across the East region. You’ll drive value-based conversations with IT, security, and compliance buyers and build pipeline through direct and partner-led outreach.

You will report to the VP of East Sales and must reside in DC, MD, PA, OH, or MI. The role emphasizes disciplined forecasting, relationship-building, and closing deals with expansion in mind.

Qualifications

• Experience owning the full sales cycle for mid-market accounts.
• Proven ability to build and manage pipeline.
• Strong value-based selling to IT, security, and compliance buyers.

Responsibilities

• Own the full sales cycle for mid-market accounts from prospecting to close and expansion.
• Sell to CIOs, CISOs, IT executives, and business leaders, aligning to risk and compliance needs.
• Prospect new business through direct and partner-led outreach to build pipeline.
• Lead consultative, solution-based sales to demonstrate business value at each stage.
• Prioritize opportunities and maintain forecasting and pipeline hygiene.

Skills

Full sales cycle

Mid-market

Solution selling

Forecasting

Salesforce

Tools

Salesforce

Job description

Job descriptionKiteworks is hiring a Commercial Account Executive to own the full sales cycle for mid-market accounts across our East region — from first outreach through close and into expansion. You’ll lead a partner-first, solution-selling motion into IT, security, and compliance buyers, building pipeline, driving value-based conversations, and managing sales resources to hit predictable, forecastable targets. We’re looking for someone who is deeply curious about why organizations struggle to control their sensitive data and what’s really driving a prospect’s urgency, not just what’s written in the RFP, and who is relentlessly delivery-focused — someone who treats a closed-won deal, not a full pipeline, as the real scoreboard, and brings the same discipline to forecasting and follow-through that they bring to prospecting.

This role reports to the VP of East Sales and requires residency in DC, MD, PA, OH, or MI.

What you’ll do

• Own the full sales cycle for assigned mid-market accounts — from prospecting through close and into expansion — balancing new-logo acquisition with growing revenue in the existing customer base.
• Sell to key stakeholders including CIOs, CISOs, IT executives, and line-of-business leaders, positioning Kiteworks’ data governance and secure data exchange platform against their risk and compliance priorities.
• Prospect new business by combining your own outreach with Partner, Sales, and Marketing resources, and build durable partner relationships that generate repeatable pipeline.
• Lead a consultative, solution-based sales approach — identifying customer pain, aligning the right solution, and demonstrating clear business value at every stage.
• Prioritize opportunities and apply the right resources at the right time, keeping deals moving and customer satisfaction high throughout the cycle.
• Build a predictable, credible forecast and sales process, using Salesforce and other sales tools to track activity, pipeline, and revenue against target.
• Represent Ki