Account Executive, Americas ( Remote US)

Cofense; United States; Remote; USD 120,000 - 210,000; Full time

Job summary

Cofense is seeking a results-driven Account Executive in the United States to own territory planning, target accounts, and partner coverage. You will generate meaningful pipeline via outbound efforts and executive networking, working with a BDR to maintain coverage and drive high-value deals.

You will manage the full sales cycle, from discovery and ROI modeling to proposals and closing, targeting CISOs and security leaders with a value-based approach and cross-functional collaboration with CS

Qualifications

• 4 to 7 years of quota-carrying account executive experience at a B2B tech or SaaS company.
• Proven track record of quota attainment with examples of deals won and lost.
• Experience running complex sales cycles with multiple stakeholders across security, IT and procurement.
• Ability to build ROI and navigate legal/procurement processes.
• Strong prospecting discipline and active professional network in security.

Responsibilities

• Build and own a territory plan with named accounts and partner coverage.
• Generate pipeline through outbound, executive networking, events, and partners.
• Run full sales cycle from discovery to closing high-value deals.
• Multi-thread with CISOs and security leaders on business outcomes, not features.
• Quantify risk and build ROI/TCO models for economic buyers.
• Forecast with MEDDPICC and maintain Salesforce hygiene.
• Drive expansion with Customer Success through renewals and upsell.
• Develop credibility in security communities via events and social channels.
• Source and co-sell with regional partners.

Skills

Quota carrying

Security software sales

B2B SaaS sales

Negotiation

MEDDPICC

Channel partner sales

Executive networking

Education

Bachelor's Degree

Cybersecurity or infrastructure familiarity

Tools

Salesforce

LinkedIn

Job description

Essential Duties/Responsibilities

• Build and own a territory plan, including named account targets, account tiering, and partner coverage, and review it with leadership each quarter
• Generate a meaningful share of your own pipeline through outbound, executive networking, events, and partner relationships, working alongside a BDR to keep coverage on target
• Run the full sales cycle: discovery, business-case development, technical evaluations with sales engineering, proposals, and negotiation, closing new-logo and expansion deals from the mid-five to mid-six figures
• Multi-thread across security, IT, risk, and procurement stakeholders, and sell to CISOs and security leaders on business outcomes, not features
• Lead with value selling: quantify each prospect's cost of phishing risk (SOC analyst hours, incident response time, breach exposure, and reported-email volume) and build a customer-specific ROI and TCO model the economic buyer can take to finance
• Use a structured qualification methodology (MEDDPICC or similar) to forecast accurately and call your number with confidence
• Drive expansion within your existing customers by partnering with Customer Success on renewals, cross-sell, and upsell across the platform, using realized value against the original business case to justify each expansion
• Build credibility in the security buyer community through LinkedIn, CISO and security awareness communities, and industry events where practitioners and buyers gather
• Work with regional partners (Optiv, GuidePoint, and others) to source and co-sell
• Maintain accurate Salesforce data and pipeline hygiene. We hold opportunities to clear stage-gate criteria, with every deal supported by documented next steps, an identified economic buyer, and a realistic close timeline.

Knowledge, Skills and Abilities Required

• 4 to 7 years of quota-carrying account executive experience at a B2B tech or SaaS company, ideally selling security or infrastructure software
• A consistent, documented track record of quota attainment. Come ready to walk us through your attainment by year, average deal size, sales cycle length, and a few deals you won and lost
• Experience running complex sales cycles of three to six months with multiple stakeholders across security, IT, and procurement
• Strong negotiation and business-case skills. You can build an ROI justification, navigate legal and procurement, protect price and come up with creative solutions
• Pipeline discipline. You still prospect when coverage is thin and don't wait for leads to show up
• A professional network in the security community, or a clear ability to build one, through LinkedIn, community involvement, or industry events
• Genuinely tech savvy. You adopt new tools fast, you can hold your own in a conversation about email security and the threat landscape, and you can run your own demo environment
• Coachable and ambitious, with an eye toward growing into a senior or strategic account executive role
• Other duties as assigned

30 - 60 - 90

• 30 days: territory plan approved, product certified, inherited pipeline reviewed and qualified, first self-sourced opportunities in
• 60 days: running discovery and demos independently, with pipeline at 3x coverage of your quarterly target
• 90 days: first closed-won deal and a forecast your manager can rely on
• 9 months: at or above quota

Education and/or Experience:

• Bachelor's Degree preferred
• Cybersecurity or infrastructure software experience
• Experience selling with or through channel partners
• Prior exposure to security awareness training or email security buyers
• Training in MEDDPICC, Command of the Message, or a similar sales methodology
• President's Club or equivalent recognition for sales performance

Disclaimer

Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.