Account Executive - SLED

TrendMicro; Irving (TX); Hybrid; USD 90,000 - 150,000; Full time

Benefits offered by this job

Comprehensive benefits

401(k) with company match

Paid Time Off

Parental and medical leave

Wellness programs

Travel allowance

Employee Resource Groups

Tuition Assistance

Life Insurance

Disability coverage

Pet Insurance

Annual holidays

Housing/relocation assistance

Job summary

TrendAI, the enterprise AI security unit of Trend Micro, seeks an experienced Verticalized Account Executive to drive net new logo acquisition in a specific enterprise vertical. You will identify opportunities through signals and playbooks, co-sell with partners, and own the full sales cycle from prospecting to close.

You will engage CISOs and business leaders, leverage MEDDPICC to manage pipelines, and collaborate with a Technical Lead on demonstrations.

Qualifications

• 3+ years of enterprise cybersecurity or infrastructure software sales experience.
• Demonstrated domain expertise in SLED with established relationships
• Proven fluency co-selling across alliance, service, and channel partners
• Track record closing enterprise deals via partners and with complex procurement
• Experience identifying opportunities through buying signals and repeatable playbooks
• Proficiency with MEDDPICC sales methodology and the discipline to qualify out low-probability opportunities
• Strong knowledge of SLED-specific security landscape and regulatory requirements
• Comfortable with CRM discipline, pipeline management, and forecast accuracy
• Demonstrated use of AI tools in day-to-day selling activity and willingness to be coached
• Willingness to travel 30-40%

Responsibilities

• Identify, qualify, and close net new customers within the specified vertical and ICP.
• Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volume
• Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers in SLED
• Co-sell and orchestrate joint account plans across alliance, service, and channel partners, providing technical credibility
• Lead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)
• Position TrendAI's business value against vertical- and ICP-specific business, operational, and regulatory challenges
• Collaborate with a Technical Lead on technical scoping and early-stage demonstrations
• Manage the full sales cycle from prospecting through close
• Maintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed for coaching
• Qualify out poor-fit opportunities early to protect pipeline quality and capacity

Skills

Enterprise cybersecurity sales

SLED domain expertise

Co-selling with partners

Enterprise deals closure with partners

Opportunity discovery via playbooks

MEDDPICC methodology

CRM discipline & forecast accuracy

AI-assisted selling

Travel willingness 30-40%

Tools

MEDDPICC framework

Job description

TrendAI, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.

At TrendAI, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.

AI Fearlessly.

The Verticalized Account Executive drives net new logo acquisition in a specific enterprise vertical and target ICP by identifying opportunities through repeatable signals and playbooks, not volume alone, and by co-selling fluently with alliance, service, and channel partners. This role combines enterprise sales discipline with deep vertical domain expertise: you will build relationships with C-level security, infrastructure, and business stakeholders, navigate complex procurement environments, and qualify pipeline in and out with equal discipline to protect velocity. You will be the primary commercial owner of net new customers in your vertical, operating with AI-native tools as a daily part of how you research, prioritize, and execute. You are not only selling security enhanced by AI, but selling with AI. You will employ MEDDPICC methodology to manage your pipeline, forecasts, and deals.

Location: This is a hybrid role based out of our Las Colinas, TX office and requires in-office presence three days a week (Tuesday, Wednesday, Thursday).

At TrendAI, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe.

Key Responsibilities

• Identify, qualify, and close net new customers within the specified vertical and ICP.
• Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volume
• Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers in SLED
• Co-sell and orchestrate joint account plans across alliance, service, and channel partners simultaneously, providing technical credibility and competitive differentiation
• Lead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)
• Position TrendAI's business value against vertical- and ICP-specific business, operational, and regulatory challenges
• Collaborate with a Technical Lead on technical scoping and early-stage demonstrations
• Manage the full sales cycle from prospecting through close
• Maintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed regularly for coaching
• Qualify out poor-fit opportunities early and decisively to protect pipeline quality and capacity for winnable deals
• Document expansion roadmaps and economic buyer maps before deal close
• Achieve quarterly and annual new customer targets while maintaining deal quality standards
• Leverage AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to increase sales velocity and outcomes, not only prospecting efficiency
• Provide market, competitive, and signal intelligence to inform vertical playbooks and strategy

Required Qualifications

• 3+ years of enterprise cybersecurity or infrastructure software sales experience
• Demonstrated domain expertise in SLED (its business, operational, and regulatory dynamics) with established relationships
• Proven fluency co-selling across alliance, service, and channel partners, including navigating multi-partner dynamics on the same deal
• Track record closing enterprise deals via partners and with complex procurement
• Experience identifying opportunities through buying signals and repeatable playbooks, not volume-based prospecting alone
• Proficiency with MEDDPICC sales methodology and the discipline to qualify out low-probability opportunities, not only qualify in
• Strong knowledge of SLED-specific security landscape and regulatory requirements
• Comfortable with CRM discipline, pipeline management, and forecast accuracy
• Demonstrated use of AI tools in day-to-day selling activity such as research, prospecting, forecasting, follow-up to increase velocity and outcomes, and willingness to commit to activity monitoring and coaching
• Willingness to travel 30-40%

Preferred Qualifications

• Experience selling AI security, cloud security, or infrastructure security solutions
• Experience selling through established partner channels in cybersecurity
• Understanding of land-and-expand SaaS business models
• Familiarity with signal- or intent-based prospecting platforms (account intelligence, trigger-event monitoring) to support playbook-driven pipeline generation

What We Offer You

You're important to us. What matters to you, matters to us too.

• Comprehensive medical, dental and vision insurance
• Life insurance
• Short & Long Term Disability
• Pre-partum, maternity, parental and medical leave
• Mental Health Wellness Program
• Adoption Assistance
• Wellness Incentive
• Pet Insurance
• 401(k) with company match
• Paid Time Off 14
• Annual Holidays
• Tuition Assistance
• Employee Resource Groups

We offer competitive compensation with bonus opportunity tied to company performance, along with room to enhance your skills through ongoing learning and broad technological opportunities. Achieving work-life balance is a priority, complemented by team activities, fostering an environment rooted in equity, inclusion, and collaboration, that is reflected in both our culture and our work.

Be Passionate. Be Innovative. Be a Trender.

This position does not offer sponsorship for work permit applications or renewals, either now or in the future. Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward. The company will not sponsor applicants for U.S. work visa status for this role (including, but not limited to, H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT, or any other employment-based visa).

Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity.