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

KnowBe4; Oregon; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Company bonuses

Referral bonuses

Tuition reimbursement

Certification reimbursement

Certification completion bonuses

Job summary

KnowBe4 is seeking an Account Manager (Enterprise/Strategic) to manage assigned customer accounts (1501+ employees) and maximize sales across the KnowBe4 product suite. You will build and manage relationships with executives, drive cross-sell opportunities, and ensure ARR growth.

You will work with Customer Success to increase product adoption, renewals, and long-term value. A strong track record in security-focused SaaS sales and multi-year deals is essential.

Qualifications

• Bachelor's Degree strongly preferred (exceptions for military experience).
• Proven track record selling to EVP and C-level executives.
• 5+ years SaaS sales experience (Cybersecurity preferred).
• Experience selling deals $500K+ in Enterprise.
• Experience with multi-year deals and complex stakeholders.
• International: English and local language proficiency.
• Strong value-based selling and executive-level communication.
• Experience with strategic account planning and forecasting.
• Familiarity with IT security concepts and security tools.

Responsibilities

• Promote and sell KnowBe4's range of products and services.
• Build and maintain a pipeline of cross-sell, add-on, and upgrade opportunities.
• Identify key decision makers and qualify opportunities.
• Articulate value proposition and security training benefits.
• Achieve or exceed monthly quotas and targets.
• Engage at trade shows and follow up on marketing leads.
• Negotiate discounted pricing in line with policies.
• Maintain accurate records in the CRM and admin systems.
• Support renewal opportunities to grow accounts.
• Collaborate with Customer Success and Renewal Specialists to grow commitment.

Skills

SaaS sales

Executive-level selling

Prospecting & pipeline

Discovery conversations

Product demonstrations

Value-based selling

Cross-sell & upsell

Forecasting & forecasting accuracy

CRM systems (Salesforce)

Gmail & email outreach

Storytelling & presentation

Stakeholder management

Collegiate athlete discipline

High resilience under pressure

Time management

Education

Bachelor's Degree (strongly preferred)

Tools

Salesforce

CRM tools

Gmail

Job description

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, energetic self-starter
• Strong collaborative and teamwork skills
• Must be able to work with minimum supervision
• Must have a General understanding of:
  • Human Risk Management & challenges faced by IT / InfoSec Teams / Compliance & Board Members
  • Basic network and email security concepts
  • SIEM/SOAR platforms
  • Zero Trust Architecture
  • Cloud security architecture
  • Phishing attack vectors
  • Identity & Access Management
  • Security orchestration and automation
• General understanding of Security Technology Stack:
  • Enterprise IAM solutions (Okta, Ping, Azure AD)
  • SIEM platforms (Splunk, QRadar, LogRhythm)
  • EDR platforms (CrowdStrike, Carbon Black, SentinelOne)
  • Cloud security (AWS Security Hub, Azure Security Center)
  • Email security solutions
  • GRC platforms
• Genuine curiosity and strong desire to learn about cybersecurity and technical concepts
• Basic computer literacy and comfort with business applications
• Ability to quickly grasp and explain basic technical concepts
• Ability to translate complex topics into simple terms
• Interest in keeping up with current technology and cybersecurity trends
• 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

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law.

If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process.