Account Executive, Enterprise

Absolute Security; San Francisco (CA); Remote; USD 120,000 - 160,000; Full time

Job summary

A security technology company is seeking an experienced Enterprise Account Executive to manage a defined geographic territory in the United States. The role involves owning 20-40 enterprise accounts, driving renewals and expansion, and leading complex sales cycles. Ideal candidates will have over 7 years of SaaS or cybersecurity sales experience and a proven ability to manage ARR deals ranging from $250K to $1M+. Competitive compensation and full-time employment offered.

Qualifications

• 7+ years of enterprise SaaS or cybersecurity sales experience.
• Ability to manage $250K–$1M+ ARR deals.
• Strong command of MEDDPICC and Command of the Message methodologies.

Responsibilities

• Manage a defined geographic territory with 20–40 enterprise accounts.
• Generate and sustain 4x pipeline coverage.
• Lead complex sales cycles valued at $250K–$1M+.

Skills

Enterprise SaaS sales experience

Complex deal execution

MEDDPICC methodology

Renewals management

Communication skills

Tools

Salesforce

Gong

Clari

Microsoft Suite

ZoomInfo

Demandbase

Job description

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Successful candidates must be based in a major metro in the United States regions of Southern California, Northern California and/or Pacific Northwest with the ability to access a major international airport to attend frequent customer/partner events and meetings.

Position Overview

We’re looking for a driven and disciplined Enterprise Account Executive to own a named geographic territory (East, Central, or West). Within this territory, you’ll manage a focused set of 20–40 enterprise accounts, with the primary goals of renewing those relationships and expanding them through cross-sell and upsell of Absolute’s full portfolio of solutions. This role is also responsible for generating new pipeline, leading complex enterprise sales cycles, and delivering ARR growth. The ideal candidate thrives in a high-performance culture, brings proven experience with complex deal execution, and has the executive presence to engage C-suite and board-level stakeholders.

What You’ll Do

• Territory Ownership: Manage a defined geographic patch (East, Central, or West) with 20–40 enterprise accounts, accountable for both renewals and expansion/cross-sell opportunities.
• Pipeline Creation: Generate and sustain 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; leverage partners to accelerate—not originate—pipeline.
• Deal Leadership: Lead Command of the Message sales cycles valued at $250K–$1M+ ARR, with average sales cycles of 6–9 months and global pursuits extending 12+ months.
• Qualification Discipline: Apply MEDDPICC rigorously from first call through close—validating metrics, paper process, and mutual success plans at every stage. *No Champion? No Deal.*
• Forecast Accuracy: Inspect and manage deals weekly in Salesforce, Gong, and Clari; deliver monthly commits within ±10% accuracy.
• Executive Engagement: Build trusted C-suite and board-level relationships that transform risk-reduction conversations into multi-year platform agreements.
• Quarterly Business Reviews: Conduct QBRs with executive sponsors and key stakeholders to reinforce business value, secure renewals, expand adoption, and identify cross-sell opportunities.
• Account Expansion: Expand Absolute’s relationships within each customer organization—building multi-threaded connections across IT, Security, Compliance, Procurement, and Line-of-Business leaders to drive larger, longer-term platform commitments.
• Internal Orchestration: Lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.
• Overachievement: Consistently meet or exceed renewal and expansion targets as well as new logo ARR goals, unlocking uncapped accelerators and President’s Club recognition.

What You’ll Bring

• 7+ years of enterprise SaaS or cybersecurity sales experience with consistent overachievement.
• Demonstrated ability to manage $250K–$1M+ ARR deals with long, complex cycles.
• Strong command of MEDDPICC and Command of the Message methodologies.
• Proven track record of driving renewals, expanding accounts, and closing multi-year agreements.
• Discipline in pipeline creation, sales process execution, and accurate forecasting.
• Excellent communication, executive presence, and cross-functional leadership skills.

Preferred Experience

• Background in cybersecurity, endpoint resilience, or SSE/DLP/MDR/MSSP sales.
• Experience selling into regulated industries (healthcare, financial services, energy, education).
• Established relationships with channel and OEM partners (e.g., Dell, Lenovo, HP).
• Proficiency with Salesforce, Gong, Clari, Microsoft Suite, ZoomInfo, and Demandbase.

Why Work For Us

We’re resilient and passionate about securing the Work from Anywhere era.

Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Our vision is to be the world’s most trusted security company and empower end users to connect securely and from anywhere.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Sales and Business Development

Industries

Computer and Network Security

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Absolute Security – Headquarters: Seattle, Washington with international offices in Vancouver – BC, Austin – TX, Ankeny – IA, Reading – UK and Ho Chi Minh City – Vietnam.