Account Executive

Glow; United States; On-site; USD 110,000 - 180,000; Full time

Job summary

Glow is seeking a hunter-oriented Account Executive to own the full sales cycle for our cybersecurity platform. You will prospect, generate pipeline, negotiate, and close deals while collaborating with Sales Engineering, Marketing, Customer Success, and Leadership to deliver customer outcomes.

You will build strategic territory plans, manage complex enterprise cycles, and develop trusted advisor relationships with CISOs and security leaders, representing Glow at industry events and with channel

Qualifications

• 5-10+ years of enterprise software or cybersecurity sales experience.
• Proven history of exceeding quota in enterprise or strategic account environments.
• Experience selling to security, IT, compliance, risk, or executive-level stakeholders.
• Demonstrated ability to navigate and close complex multi-stakeholder sales cycles.
• Strong executive presence and communication skills.
• Experience building pipeline and creating opportunities in a growth-stage environment.
• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.
• Strong business acumen with the ability to connect technical solutions to business outcomes.
• Experience working collaboratively with Sales Engineering and cross-functional teams.
• Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

Responsibilities

• Own and exceed quarterly and annual revenue targets.
• Build, manage, and execute a strategic territory plan.
• Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
• Lead complex enterprise sales cycles from discovery through close.
• Develop trusted advisor relationships with executive stakeholders including CISOs, CIOs, CTOs, and security leadership teams.
• Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.
• Partner with Sales Engineers to deliver compelling demonstrations, proof-of-value engagements, and business cases.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
• Collaborate with Marketing on events, webinars, and demand-generation activities.
• Work closely with Customer Success to drive successful customer adoption and expansion opportunities.
• Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.
• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.

Skills

Enterprise software sales

Cybersecurity sales

Executive stakeholder engagement

Sales cycle management

Salesforce

MEDDICC / MEDDPICC

Forecasting

Strategic account planning

Strong communication

Tools

Salesforce

Job description

About Glow

Glow is on a mission to transform how enterprises proactively protect the modern endpoint with an agentic-first approach. Our platform gives security teams the visibility, context, and autonomous remediation they've never had before - across every endpoint, application, and AI tool in the environment. We move fast, we build things that matter, and we believe security should be a force multiplier for the business, not a bottleneck. Let's Glow.

About the Role

We are seeking a hunter-oriented Account Executive who thrives in high-growth environments and has a proven track record of selling complex cyber security solution. In this role, you will own the full sales cycle-from prospecting and pipeline generation through negotiation and close-while partnering closely with Sales Engineering, Marketing, Customer Success, and Leadership to deliver exceptional customer outcomes.

What You’ll Do

• Own and exceed quarterly and annual revenue targets.
• Build, manage, and execute a strategic territory plan.
• Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
• Lead complex enterprise sales cycles from discovery through close.
• Develop trusted advisor relationships with executive stakeholders including CISOs, CIOs, CTOs, and security leadership teams.
• Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.
• Partner with Sales Engineers to deliver compelling demonstrations, proof-of-value engagements, and business cases.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
• Collaborate with Marketing on events, webinars, and demand-generation activities.
• Work closely with Customer Success to drive successful customer adoption and expansion opportunities.
• Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.
• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.

What We’re Looking For

Required Qualifications

• 5-10+ years of successful enterprise software or cybersecurity sales experience.
• Proven history of exceeding quota in enterprise or strategic account environments.
• Experience selling to security, IT, compliance, risk, or executive-level stakeholders.
• Demonstrated ability to navigate and close complex multi-stakeholder sales cycles.
• Strong executive presence and communication skills.
• Experience building pipeline and creating opportunities in a growth-stage environment.
• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.
• Strong business acumen with the ability to connect technical solutions to business outcomes.
• Experience working collaboratively with Sales Engineering and cross-functional teams.
• Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

Preferred Qualifications

• Existing relationships within enterprise security organizations.
• Experience working for a high-growth cybersecurity startup.
• Knowledge of cloud infrastructure, security operations, governance, risk, and compliance frameworks.
• Experience selling six-figure and seven-figure enterprise transactions.