Account Executive - Pacific Northwest

Glasswing Ventures; Seattle (WA); On-site; USD 180,000 - 210,000; Full time

Benefits offered by this job

Equity

Flexible healthcare

Paid time off

Retirement savings

Job summary

Black Kite seeks a Commercial Account Executive to own the full sales cycle for the Pacific Northwest, selling our third-party cyber risk platform to security and risk leaders. You’ll thrive in a fast-paced, consultative sales environment with strong support from SDRs, Marketing, and Sales Engineering.

You’ll build an active pipeline, engage CISO/CIO audiences, and partner with channel partners to expand coverage. Competitive base plus uncapped commission rewards top performers.

Qualifications

• 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics with quota attainment.
• Experience selling to security or risk leadership (CISO, CIO, CRO) at SMB/commercial level.
• Consultative selling approach focused on the customer's problem.
• Strong regional network in the Pacific Northwest is a plus.
• Ability to manage a high-velocity pipeline and multi-stakeholder deals.
• Maintains clean Salesforce hygiene and professional communication at executive level.

Responsibilities

• Own full sales cycle: prospect, qualify, advance, and close net-new SMB opportunities in the Pacific Northwest.
• Build and maintain a healthy pipeline through outbound prospecting, channel partnerships, and marketing leads.
• Engage security and risk leaders (CISO, CIO, Head of TPRM) and drive executive-level engagement.
• Collaborate with regional channel partners to co-sell and expand market coverage.
• Provide accurate forecasts and maintain opportunity documentation in Salesforce.
• Partner with Sales Engineering, Marketing, and Customer Success to move deals forward.

Skills

SaaS sales

Cybersecurity

Channel partnerships

Forecasting

Executive engagement

Sales cycle management

Pipeline management

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach

Salesloft

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 the Pacific Northwest, 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 Pacific Northwest 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 Pacific Northwest 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 the Pacific Northwest — 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 Pacific Northwest
• 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.