Account Manager (ENT/Strategic) (Remote) (Austin, Texas)

knowbe4; Austin (TX); A distancia; USD 180.000 - 240.000; Jornada completa

Descripción de la vacante

KnowBe4, the leader in cybersecurity awareness training, seeks an Account Manager (Enterprise/Strategic) to manage a book of 1501+ employee customers and drive cross-sell opportunities, ARR growth, and product adoption. You will partner with Customer Success to meet monthly quotas and extend subscription seats.

The role requires proven SaaS sales experience, enterprise deal closure, and executive-level communication with CISOs and senior IT leaders.

Formación

• Bachelor's Degree strongly preferred; cybersecurity or related field is a plus.
• Proven track record selling to EVP and C-level (CISOs a plus).
• 5+ years SaaS sales experience with Enterprise deals over $500K.
• Experience selling multi-year deals.
• English proficiency for international scope.

Responsabilidades

• Promote and sell KnowBe4's range of products and services.
• Build and maintain a pipeline with cross-sale, add-on and upgrade opportunities.
• Identify key decision makers and develop qualified opportunities.
• Articulate the value proposition of the full product suite and its impact on the customer's security posture.
• Achieve or exceed monthly quotas and targets.
• Follow up on marketing leads to generate opportunities and maintain accurate records.

Conocimientos

SaaS sales

C-level selling

Executive communication

CRM systems

Forecasting

Strategic account planning

Negotiation

Multi-year deals

Pipeline management

Cross-selling

Educación

Bachelor's Degree

Herramientas

Salesforce

Gmail

Descripción del empleo

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense.

The Account Manager (Enterprise/Strategic) position is responsible for managing assigned customer accounts and maximizing all sales opportunities within those accounts. More specifically, this position will be charged with promoting and selling KnowBe4's additional products and services to businesses (organizations with 1501+ employees), with the objective to achieve and exceed monthly sales quota. This can be achieved by targeting your book of business and maximizing cross sale opportunities, increasing subscription levels and adding on additional seats due to account growth. This role will work closely with the Customer Success Manager to ensure increased ARR and more product suite adoption by our customers.

Responsibilities:

• Promote and sell KnowBe4's range of products and services
• Build and maintain a pipeline of potential cross sale, add-on and upgrade opportunities by developing and managing relationships with your assigned accounts
• Identify key decision makers while developing and qualifying cross sale, add-on and upgrade opportunities
• Articulate the value proposition of KnowBe4's full suite of products and help the customer understand how it will improve their business's security awareness training (and security overall)
• Achieve or exceed monthly quotas and/or targets
• Be well versed in KnowBe4's product offerings and promote the products and services at trade shows as requested
• Follow up on marketing leads to generate sales opportunities and pipeline
• Act strategically in offering or negotiating discounted pricing, in line with established policies and procedures
• Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos and other relevant information in compliance with the Administration Policy
• Support in the renewal process where there is an opportunity to grow the account
• Work with those Customer Success Managers and Renewal Specialists assigned to your customer accounts to the end of your customers increasing their commitment and use of the Knowbe4 Product Suite

Minimum Qualifications:

• Bachelor's Degree strongly preferred (exceptions may be made for military experience). Degree in any field acceptable, but a plus if Cybersecurity, Computer Science, IT, Business, Marketing.
• Proven track record selling to EVP and C-level (CISOs and Security Teams a plus)
• 5+ years SaaS sales experience (Cybersecurity preferred but not required)
• Experience selling deals $500K+ in the Enterprise segment
• Experience selling multi-year deals
• International: English and local language proficiency required.
• Has demonstrated expertise in value-based selling methodologies with enterprise accounts
• Executive-level presentation and communication skills
• Experience with strategic account planning and management showing measurable account growth
• Experience managing and progressing opportunities involving multiple stakeholders
• Has a track record of managing and closing complex, multi-year deals with multiple stakeholders
• Experience creating and communicating compelling business cases
• Experience with consultative selling approach and value selling methodology
• Experience handling technical objections
• Skilled in running discovery conversations and managing tailored product demonstrations
• Technical aptitude with experience using sales tools
• Experience with CRM systems (preferably Salesforce)
• Experienced with pipeline management & accurate forecasting
• Familiarity with standard concepts, practices and procedures within the IT Security Field
• Experience with Salesforce and Gmail
• Network or Security Plus preferred
• Proven track record of grit and resilience in challenging situations, with high performance under pressure
• Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit
• History of setting and achieving ambitious personal or professional goals
• Track record of leadership in team settings
• Demonstrated interest in cybersecurity sales
• Quick learner with strong listening skills
• Strong written and verbal communication skills, with previous presentation experience
• Excellent phone presence and professional demeanor
• Time management and organizational skills
• Ability to handle rejection and maintain persistence
• Stats driven business professional
• Motivated, energet