Account Executive, SMB

Material Security; San Francisco (CA); Remote; USD 125,000 - 150,000; Full time

Job summary

Material Security, Inc. is seeking a Small and Medium-sized Business Account Executive to join a fast-growing, experienced sales team.

You will aggressively build pipeline, articulate the value of our product, and guide SMB customers through a thoughtful buying process, acting as a trusted partner to security teams solving real problems. The role focuses on SMB customers (1–250 employees) with a remote-first culture and a San Francisco office.

Qualifications

• Proven track record in closing security sales in a B2B SaaS environment.
• Able to understand the product and problem space deeply and take on new projects.
• Sales team thrives on responsibility across go-to-market functions.
• Excellent written and verbal communication at all levels.
• Ambitious, team-first, and capable of leading with minimal guidance.

Responsibilities

• Meet and exceed revenue targets with SMB IT & security teams (1–250 employees).
• Supplement inbound leads with self-generated outbound strategies for pipeline generation.
• Develop innovative and scalable sales strategies to drive opportunities and revenue.
• Create an unparalleled customer experience throughout the sales life cycle.
• Manage existing customer relationships to drive renewal and upsell opportunities.
• Collaborate across go-to-market teams and partner organizations to drive growth.

Skills

Security sales

B2B SaaS

Outbound prospecting

Communication

Ownership

Job description

As a Small and Medium-sized Business Account Executive at Material Security, you'll be part of an early, fast growing and highly experienced sales team. Your work will be instrumental for the organization to exceed revenue targets and build happy customers. You'll do this by aggressively building pipeline, helping prospects understand the value of our product, how it's differentiated and guiding them through a thoughtful, efficient buying process. You’ll be a trusted partner to security teams solving real problems.

Responsibilities

• Meet and exceed revenue targets by working closely with companies in our SMB segment’s (1 to 250 employees) IT & Security teams.
• Supplement inbound leads with self-generated outbound strategies for pipeline generation.
• Develop innovative and scalable sales strategies to drive opportunities and revenue.
• Create an unparalleled customer experience throughout the sales life cycle.
• Manage existing customer relationships to drive renewal and upsell opportunities.
• Work cross-functionally across our go-to-market team as well as with partner organizations to drive strategic growth opportunities.

What We’re Looking For

• Proven Track Record: At least one full year in closing role with measurable success in security sales within early-stage, B2B SaaS go-to-market environments.
• Versatility: The ideal candidate should be able to understand the product and problem space fairly deeply and has an aptitude and willingness to take on new projects outside the normal scope of a typical individual contributor.
• Ownership: Our sales team enjoys taking an elevated level of responsibility across the go-to-market functions in addition to delivering a high quality output.
• Strong Communication: The ideal candidate possesses outstanding written and verbal communication, and is comfortable communicating at every level from the c-suite to front line workers.
• Attitude & Ambition: The best candidates are smart, hard working, competitive, and not afraid to fail. They are team first but willing to take the lead with minimal guidance and supervision.

Material Security is a remote-first workplace with an office in San Francisco, California.

Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected compensation range for this position is $125,000 - 150,000 OTE with a 50/50 split between base salary and variable compensation.

Equal Opportunity Employer Statement

Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.