Account Executive - Pacific Northwest

Black Kite; United States; Remote; USD 180,000 - 210,000; Full time

Benefits offered by this job

Performance-based bonuses

Equity

Flexible healthcare options

Paid time off

Retirement savings

Job summary

Black Kite is seeking a Commercial Account Executive to own the full sales cycle in the Pacific Northwest, bringing the company's third-party cyber risk management platform to security leaders. You will prospect, qualify, and close SMB opportunities with support from SDRs, Marketing, and a Sales Engineering team.

The role emphasizes executive engagement with CISO/CIO and risk leadership, channel collaboration, and accurate forecasting in Salesforce, with a compensation package that includes base

Qualifications

• 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics.
• 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.
• Bachelor's degree or equivalent professional experience.

Responsibilities

• 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.

Skills

Full-cycle sales

SaaS sales

Cybersecurity / data / analytics

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach

Salesloft

Job description

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.

• 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.