Account Executive (PNW)

Glow; Palo Alto (CA); Sur place; USD 150 000 - 230 000; Plein temps

Résumé du poste

Glow is seeking a hunter-oriented Account Executive to drive complex cybersecurity software deals in a high-growth environment. You will own the full sales cycle—from prospecting and pipeline generation through negotiation and close—while partnering with Sales Engineering, Marketing, Customer Success, and Leadership to deliver exceptional customer outcomes.

You will build strategic territory plans, generate new business, and manage enterprise sales cycles, engaging executives like CISOs, CIOs,

Qualifications

• 5–10+ years of successful enterprise software or cybersecurity sales experience.
• Proven history of exceeding quota in enterprise or strategic account environments.
• Experience selling to security, IT, compliance, risk, or executive-level stakeholders.
• Demonstrated ability to navigate and close complex multi-stakeholder sales cycles.
• Strong executive presence and communication skills.
• Experience building pipeline and creating opportunities in a growth-stage environment.
• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.
• Strong business acumen with the ability to connect technical solutions to business outcomes.
• Experience working collaboratively with Sales Engineering and cross-functional teams.
• Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

Responsabilités

• Own and exceed quarterly and annual revenue targets.
• Build, manage, and execute a strategic territory plan.
• Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
• Lead complex enterprise sales cycles from discovery through close.
• Develop trusted advisor relationships with executive stakeholders including CISOs, CIOs, CTOs, and security leadership teams.
• Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.
• Partner with Sales Engineers to deliver compelling demonstrations, proof-of-value engagements, and business cases.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
• Collaborate with Marketing on events, webinars, and demand-generation activities.
• Work closely with Customer Success to drive successful customer adoption and expansion opportunities.
• Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.
• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.
• The Glow Mindset: You take ownership, act with accountability, collaborate openly, and focus on delivering meaningful impact. You thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together.

Connaissances

Enterprise software sales

Cybersecurity

Quota attainment

Executive stakeholder management

Complex multi-stakeholder sales

Pipeline development

Cloud security familiarity

Business acumen

Cross-functional collaboration

Sales process frameworks

Outils

Salesforce

CRM tools

Description du poste

About Glow

Glow is on a mission to transform how enterprises proactively protect the modern endpoint with an agentic-first approach. Our platform gives security teams the visibility, context, and autonomous remediation they've never had before — across every endpoint, application, and AI tool in the environment. We move fast, we build things that matter, and we believe security should be a force multiplier for the business, not a bottleneck. Let's Glow.

About the Role …

We are seeking a hunter-oriented Account Executive who thrives in high-growth environments and has a proven track record of selling complex cyber security solution.

In this role, you will own the full sales cycle—from prospecting and pipeline generation through negotiation and close—while partnering closely with Sales Engineering, Marketing, Customer Success, and Leadership to deliver exceptional customer outcomes.

What You’ll Do …

• Own and exceed quarterly and annual revenue targets.

• Build, manage, and execute a strategic territory plan.

• Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.

• Lead complex enterprise sales cycles from discovery through close.

• Develop trusted advisor relationships with executive stakeholders including CISOs, CIOs, CTOs, and security leadership teams.

• Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.

• Partner with Sales Engineers to deliver compelling demonstrations, proof-of-value engagements, and business cases.

• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.

• Collaborate with Marketing on events, webinars, and demand-generation activities.

• Work closely with Customer Success to drive successful customer adoption and expansion opportunities.

• Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.

• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.

• The Glow Mindset: You take ownership, act with accountability, collaborate openly, and focus on delivering meaningful impact. You thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together.

What You'll Bring...

• 5–10+ years of successful enterprise software or cybersecurity sales experience.

• Proven history of exceeding quota in enterprise or strategic account environments.

• Experience selling to security, IT, compliance, risk, or executive-level stakeholders.

• Demonstrated ability to navigate and close complex multi-stakeholder sales cycles.

• Strong executive presence and communication skills.

• Experience building pipeline and creating opportunities in a growth-stage environment.

• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.

• Strong business acumen with the ability to connect technical solutions to business outcomes.

• Experience working collaboratively with Sales Engineering and cross-functional teams.

• Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

• The Glow Mindset: You take ownership, act with accountability, collaborate openly, and focus on delivering meaningful impact. You thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together.

Even Better If You Also Bring

• Existing relationships within enterprise security organizations.

• Experience working for a high-growth cybersecurity startup.

• Knowledge of cloud infrastructure, security operations, governance, risk, and compliance frameworks.

• Experience selling six-figure and seven-figure enterprise transactions.

At Glow, we believe our greatest strength is our people. We're committed to building an inclusive workplace where every team member feels welcomed, respected, and empowered to do their best work. We know that diverse backgrounds, experiences, and perspectives make us stronger as a company and better partners to our customers.

Glow is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an environment free from discrimination and harassment. We make all employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.