Account Executive - Chicago

Glasswing Ventures; Chicago (IL); On-site; USD 180,000 - 210,000; Full time

Job summary

Black Kite, the global leader in third-party cyber risk intelligence, is seeking a Commercial Account Executive to cover Chicago and the Midwest. You will own the full sales cycle from initial outreach to close, targeting security and risk leaders at SMB and commercial accounts.

You will leverage a defined territory, collaborate with SDRs, marketing, and a Sales Engineering team, and build a scalable pipeline while navigating multi-stakeholder deals to drive revenue and growth for a

Qualifications

• 3+ years of full-cycle SaaS sales experience with quota attainment.
• Experience selling to security/risk leaders (CISO/CIO/CRO) SMB or commercial.
• Consultative selling approach focused on customer problems.
• Strong Chicago/Midwest regional network with end-users or partners a plus.
• Able to manage a high-velocity pipeline and multi-stakeholder deals.

Responsibilities

• Full sales cycle ownership: prospect, qualify, advance, and close net-new business in the Chicago/Midwest territory.
• Pipeline development via outbound prospecting, channel partnerships, and marketing-sourced leads.
• Executive engagement with security and risk leadership (CISO, CIO, Head of TPRM).
• Channel collaboration with regional partners to co-sell and expand market coverage.
• Forecast accuracy with Salesforce documentation and leadership updates.
• Cross-functional collaboration with Sales Engineering, Marketing, and Customer Success.
• Provide field feedback to Marketing and Product to influence go-to-market.

Skills

Full-cycle SaaS sales

Sell to security leadership

Consultative selling

Chicago/Midwest network

High-velocity pipeline

Stakeholder management

Salesforce hygiene

Executive communication

Bachelor's degree

Education

Bachelor's degree or equivalent

Job description

ABOUT BLACK KITE

Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.

We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.

WHY BLACK KITE

We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.

THE OPPORTUNITY

As a Commercial Account Executive covering Chicago and the Midwest, you own the full sales cycle for small and mid-sized businesses in your territory — from first outreach to closed deal. You'll bring Black Kite's third-party cyber risk management platform to security and risk leaders who need a smarter way to manage vendor exposure, and you'll do it with the backing of a product that genuinely differentiates. This is the right role if you're a hunter who thrives in a high-velocity, consultative sales environment and wants to grow with a category leader.

• A defined territory with real whitespace — the Midwest commercial segment is an active growth priority for Black Kite
• A product that solves a real, board-level problem — third-party cyber risk is not a nice-to-have; it's a regulatory and business imperative
• Full sales support: SDR coverage, marketing pipeline contribution, and a Sales Engineering team that knows the product cold
• A leadership team that is accessible, data-driven, and invested in your development
• Competitive base + uncapped commission with accelerators above quota

WHAT YOU'LL OWN

• Full sales cycle ownership: prospect, qualify, advance, and close net-new business across the Chicago/Midwest territory
• Pipeline development: build and maintain a healthy, active pipeline of qualified SMB opportunities through outbound prospecting, channel partnerships, and marketing-sourced leads
• Executive engagement: navigate and sell into security and risk leadership (CISO, CIO, Head of TPRM) as well as operational buyers
• Channel collaboration: partner with regional channel partners to co-sell and expand market coverage across the territory
• Forecast accuracy: maintain clean, current opportunity documentation in Salesforce and deliver reliable forecast reporting to leadership
• Cross-functional partnership: work closely with Sales Engineering, Marketing, and Customer Success to move deals forward and set customers up for long-term success
• Feedback loop: bring field intelligence back to Marketing and Product — your conversations with prospects shape how Black Kite goes to market

WHAT YOU BRING

• 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics — with a track record of hitting or exceeding quota
• Experience selling to security or risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) at the SMB or commercial level
• Consultative selling approach: you lead with the customer's problem, not the product pitch
• Strong regional network in Chicago and the broader Midwest — existing relationships with end-users or channel partners is a plus
• Comfortable managing a high-velocity pipeline across multiple simultaneous opportunities
• Skilled at navigating multi-stakeholder deals and building relationships across levels of an organization
• Clean Salesforce hygiene and strong organizational discipline
• Clear, confident communication — written, verbal, and in front of an executive audience
• Bachelor's degree or equivalent professional experience

PREFERRED

• Prior experience in the cybersecurity or third-party risk management space
• Familiarity with TPCRM, vendor risk, or compliance-driven sales cycles
• Established relationships with MSSPs, VARs, or regional channel partners in the Midwest
• Experience using sales engagement tools (Outreach, Salesloft, or equivalent) alongside Salesforce

The expected total compensation range for this role is $180,000-$210,000 (base pay + commission). Compensation at Black Kite extends well beyond base pay — our total rewards program includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings. This range reflects a nationwide market spectrum and will vary based on qualifications, role scope, complexity, and location.