Account Executive - Mid Market

ProcessUnity; United States; Remote; USD 220,000 - 320,000; Full time

Job summary

A Third-Party Risk Management company is seeking an experienced Account Executive. This role focuses on driving growth in the Mid-Market segment by developing and closing high-value sales opportunities. The ideal candidate has over 5 years of B2B enterprise software sales experience, particularly in TPRM, GRC, or cybersecurity. Responsibilities include executing sales strategies, building relationships with C-level customers, and self-sourcing leads, while regularly traveling to client locations in the US Southwest for engagement.

Qualifications

• 5+ years of enterprise B2B software sales experience with a consistent record of exceeding sales targets.
• Proven expertise in TPRM, GRC, or cybersecurity.
• Strong knowledge of sales methodologies and the ability to work collaboratively.

Responsibilities

• Develop and execute sales strategies to exceed sales quotas.
• Identify and close new business opportunities via self-sourced leads.
• Build and maintain relationships with customers, including C-suite stakeholders.

Skills

B2B enterprise software sales experience

Excellent negotiation skills

Presentation skills

Communication skills

Self-motivated

Ability to self-source leads

Tools

Salesforce

LinkedIn Sales Navigator

MS Office

Job description

ProcessUnity is the Third-Party Risk Management (TPRM) company. Our software platforms and data services protect customers from cybersecurity threats, breaches, and outages that originate from their ever-growing ecosystem of business partners. By combining the world’s largest third-party risk data exchange, the leading TPRM workflow platform, and powerful artificial intelligence, ProcessUnity extends third-party risk, procurement, and cybersecurity teams so they can cover their entire vendor portfolio. With ProcessUnity, organizations of all sizes reduce assessment work while improving quality, securing intellectual property and customer data so business operations continue to operate uninterrupted.

We are seeking an Account Executive to join our dynamic sales team. This position is focused on driving growth in the Mid-Market segment by developing and closing high-value sales opportunities.

The ideal candidate is a proactive, self-motivated hunter with a proven track record of exceeding sales targets in the Third-Party Risk Management (TPRM), Governance, Risk, and Compliance (GRC), or cybersecurity space. They are experts at prospecting and proactively identifying opportunities in their territory, as well as working alongside partners and Business Development Representatives.

This role requires a deep understanding of enterprise software sales and the ability to build and execute strategies for self-sourcing leads, nurturing relationships, and closing complex deals. The Account Executive will frequently travel to client locations in assigned territory (US - Southwest) to build strong customer relationships.

We are continuously building our pipeline of talented Account Executives. While this role may not correspond to an immediate opening, qualified candidates will be considered for upcoming opportunities.

What You'll Do:

• Develop and execute sales strategies to achieve and exceed sales quotas in assigned territory
• Identify, engage, and close new business opportunities through self-sourced leads and collaborative efforts with the marketing and partner teams
• Build and maintain relationships with customers, including C-suite and executive stakeholders
• Collaborate with solutions engineers and other internal teams to craft and present compelling value propositions and demonstrations tailored to customer needs
• Lead the full sales cycle, including prospecting, discovery, proposal development, negotiation, and contract closure
• Work closely with partner sales channels to maximize opportunities
• Maintain up-to-date knowledge of ProcessUnity’s products, the TPRM/GRC landscape, and competitors
• Travel regularly to customer onsite meetings in and around assigned territory to deepen customer engagement and foster relationships
• Leverage sales tools like Salesforce, 6Sense, LinkedIn Sales Navigator, Outreach, and MS Office to manage pipeline and report progress

Desired Skills and Experience:

• 5+ years of enterprise B2B enterprise software sales experience with a consistent record of achieving or exceeding sales targets
• Proven expertise in the Third-Party Risk Management (TPRM), Governance, Risk, Compliance (GRC), or cybersecurity space is strongly preferred
• Experience selling professional services as part of enterprise software deals is a plus
• Strong knowledge of enterprise/solution sales methodologies
• Demonstrated ability to self-source leads and drive business independently
• Excellent negotiation, presentation, and closing skills
• Experience working collaboratively with solutions engineers and partner sales teams
• Familiarity with enterprise sales tools such as Salesforce, 6Sense, LinkedIn Sales Navigator, Outreach, and MS Office Suite
• Self-motivated, results-driven, and comfortable in a hunter role
• Exceptional interpersonal and communication skills
• Team player who thrives in a collaborative, fast-paced environment
• Willingness to travel regularly within assigned territory for onsite customer meetings

Compensation Range: $220,000 - $320,000 OTE depending on level and experience

ProcessUnity is committed to providing an inclusive and equitable workplace where people of all backgrounds, identities, and life experiences can thrive. ProcessUnity is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or any other legally protected status.