Account Executive - Big 4, Strategic Advisory & Consulting

King River Capital Group; San Francisco (CA); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Competitive base salary with OTE

Equity participation

Global platform access

Job summary

Cyble is seeking an Account Executive to lead sales efforts with Big 4 firms, strategic advisory organizations, and top consulting firms. You will own named accounts, manage a large ARR quota, and drive full sales lifecycle from prospecting to closure and expansion.

This role blends consultative selling, stakeholder management, and deal execution to capture market share in a critical buyer segment. North America or EMEA, with 25–35% travel.

Qualifications

• Experience selling to Big 4 or large advisory firms with deep buyer-dynamics understanding.
• Strong track record with multi-stakeholder sales cycles and 6–12 month deal lengths.
• Proficiency with CRM and sales methodologies (e.g., MEDDPICC).
• Excellent communication, negotiation, and relationship-building skills; capable of cross-boundary influence.
• Strong business acumen to understand customer financial metrics and risk frameworks.

Responsibilities

• Own end-to-end sales process: prospecting, discovery, map stakeholders, demos, POC scoping, RFP responses, negotiation, signing.
• Manage a pipeline across multiple firms with high ARR quotas.
• Build territory plans and drive account expansion across service lines and geographies.
• Develop executive relationships and sponsor C-level engagements; maintain long-term account health.

Skills

Big 4 sales

Enterprise SaaS

Cybersecurity

Consultative selling

C-level engagement

Forecasting

MEDDPICC

CRM

Tools

MEDDPICC

CRM

Job description

About The Role

Cyble seeks an experienced Account Executive to lead sales efforts within Big 4 consulting firms, major strategic advisory organizations, and global top consulting firms. Reporting to the Director of the business unit, you will own a territory of top named accounts, manage a $XM+ ARR quota, and drive the full sales and relationship lifecycle from prospecting through contract closure and account expansion. This role combines consultative selling, relationship management, and deal execution to capture market share in a critical buyer segment.

What You’ll Do At Cyble

Alliance & Partner Management

• Manage named Big 4 / strategic advisory / consulting accounts


• Build annual territory plans with top-down revenue targets


• Identify expansion opportunities across service lines and geographies


• Maintain long-term strategic account health and C-level relationships

Full Sales Cycle Execution

• Own the end-to-end sales process: prospecting, discovery, stakeholder mapping, solution demo, POC scoping, RFP response, technical validation, negotiation, and signature


• Manage a large opportunity pipeline across multiple firms


• Track deal progression and forecast accuracy

Consultative Selling & Positioning

• Conduct needs analysis and champion Cyble's Agentic AI-Powered, Intelligence-Driven Unified Cybersecurity Platform as a strategic solution


• Position Cyble's full portfolio - AI-Native CTI, DRPS, CRQ, CSPM, TPRM, EDR, DFIR, AI SOC, and Federal - as part of Cyble's Agentic AI-Powered, Intelligence-Driven Unified Cybersecurity Platform


• Align platform value to customer business outcomes - risk, compliance, and revenue protection

Stakeholder Engagement & Influence

• Navigate complex organizational structures (C-level, SOC leaders, MSSP owners, Managing Directors, Partner-level P&L owners, Threat Intel leads, and similar)


• Build consensus among Security, Risk, and Operations buyers


• Develop executive relationships and secure peer-level sponsorships


• Manage stakeholder alignment throughout the sales cycle

Revenue Target & Pipeline Management

• Achieve and exceed a $XM+ ARR quota


• Maintain a 5:1 pipeline-to-quota ratio


• Forecast deals with 90%+ accuracy


• Report regularly on win/loss analysis, deal velocity, and key account metrics

Cross-Functional Collaboration

• Partner with Sales Engineering for technical demos and POC design


• Work with Marketing on customer case studies and reference programs


• Coordinate with Implementation for smooth post-sale transition


• Gather competitive intelligence and market feedback

Account Expansion & Retention

• Identify upsell opportunities within existing accounts


• Expand platform adoption across additional service lines or geographies
  
• Drive annual renewal strategy and net revenue retention targets


• Champion customer success through executive business reviews

What You’ll Need

• Experience selling to Big 4 consulting firms (Deloitte, EY, KPMG, PwC) and/or large advisory organizations (Accenture, BCG, McKinsey, Bain); deep understanding of buyer dynamics, budgeting cycles, and decision-making hierarchies within these organizations


• Strong track record managing complex, multi-stakeholder sales cycles with C-level engagement and 6-12 month deal lengths


• Expertise in navigating competitive sales environments; ability to position differentiated value against established competitors


• Proficiency with CRM and sales methodologies (e.g., MEDDPICC); disciplined pipeline management and accurate forecasting


• Excellent communication, negotiation, and relationship-building skills; ability to influence across organizational boundaries


• Strong business acumen; ability to understand customer financial metrics, risk frameworks, and strategic priorities

Preferred Qualifications

• Background in cybersecurity, threat intelligence, or security solutions sales


• Prior enterprise SaaS or technology sales experience in a quota-carrying role


• Existing relationships or network within Big 4 or major consulting firms (partners, service line leaders, CISO community)


• Experience selling AI-driven or machine learning-based security or intelligence solutions


• Regional sales management or mentoring experience

Location & Travel:

Base location: North America, or EMEA (flexible based on account territory). Estimated travel: 25-35% for in-person customer meetings, executive events, and strategic customer visits.

Why Cyble?

• Competitive base salary, OTE, and equity participation


• Work alongside a globally recognised threat intelligence platform with proven enterprise and government traction


• Collaborate with a leadership team that has deep cybersecurity operator experience and a genuine partner-first conviction

About Cyble

Cyble is an AI-native cybersecurity company delivering best-in-class threat intelligence, dark web monitoring, and attack surface management to enterprises and governments worldwide. Backed by leading investors and recognised by Gartner (Challenger -Gartner MQ), Forrester, and Frost, Cyble operates across North America, EMEA, and APAC through a partner-first go-to-market motion.

Cyble is an equal opportunity employer. We welcome applicants of all backgrounds, identities, and experiences.

To learn more visit: https://cyble.com