Account Executive - Enterprise (San Diego)

arcticwolf; United States; Remote; USD 100,000 - 180,000; Full time

Job summary

Arctic Wolf is seeking an Enterprise Account Executive to drive new account acquisition in the small to medium enterprise market. You will work with SEs, channel, events, and customer success to achieve sales goals from a remote location near San Diego.

You will identify enterprise prospects, manage multiple cycles, and collaborate with marketing and pre-sales to build pipeline. A Bachelor's degree and 2–5+ years in sales are expected, with a track record of quota achievement.

Qualifications

• 2–5+ years direct or channel sales experience with strong prospecting ability.
• Experience in collaborative team selling and quota attainment.
• Bachelor's degree or equivalent; SaaS/security domain familiarity is a plus.

Responsibilities

• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process for Enterprise opportunities.
• Identify net new Enterprise prospects in assigned territory through discovery calls, partner meetings, events, and prospecting.
• Manage multiple sales cycles and 10–20 Enterprise opportunities per quarter while navigating long-term deals.
• Master competitive offerings and differentiation to position AWN effectively for customer outcomes.
• Collaborate with internal lead generation to build pipeline in the territory.
• Be the key person to build rapport with prospects while acting as the team quarterback to move deals forward.
• Lead weekly territory calls and coordinate cross-functional teams.

Skills

Sales experience

Prospecting

Communication

CRM

Team collaboration

Education

Bachelor's Degree

Tools

Salesforce CRM

HubSpot CRM

Job description

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We're proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights . Our Aurora Platform also received CRN's Products of the Year award in the inaugural Security Operations Platform category. Join a company that's not only leading, but also shaping, the future of security operations.

Our mission is simple: End Cyber Risk.

Location : will work remote, but must be located near San Diego, California

About the Role

The Enterprise Account Executive is a major contributor to Arctic Wolf fast-growth success who drives and quarterbacks new account acquisition in the small to medium enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the AE holds responsibility and accountability for achieving sales goals.

Responsibilities

• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Enterprise opportunities.
• Identify net new Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting.
• Manage multiple sales cycles and customer priorities with 10-20 Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities.
• Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer.
• Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory.
• Be the key person to build solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward. This requires being the leading voice for internal collaboration.
• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources.

Who You Are

• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
• Ability to work independently and as part of a team
• Solid level of technology, spreadsheet and CRM utilization
• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
• Ability to develop and retain currency in rapidly developing technological, competitive, and product environments
• Collaboration and leadership skills within sales team, in cross-functional setting, with customers and resellers
• Skilled in selling techniques within a proven sales process framework

Minimum Qualifications

• 2-5+ years direct or channel sales experience with strong prospecting ability
• Experience working in a collaborative team environment
• A proven track record of consistent sales quota achievementA proven track record of selling in market

Preferred Qualifications

• Experience selling SaaS, Security, Services in technology.
• Bachelor's Degree

On-Camera Policy

To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews. Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers. We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.

About Arctic Wolf

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2025), Best Places to Work - USA (2021-2024), Great Place to Work - Canada (2021-2024), Great Place to Work - UK (2024), and Kununu Top Company - Germany (2024-2026). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trus