Commercial Account Executive

Delinea; Northern (KY); Hybrid; USD 90,000 - 150,000; Full time

Benefits offered by this job

Healthcare insurance

Bonus program

Pension/retirement matching

Life insurance

Employee assistance program

Paid time off & company holidays

Job summary

Delinea, a pioneer in identity security, seeks a remote Commercial Accounts sales professional to drive net-new business. You will own the entire sales cycle—from identifying opportunities to closing deals—targeting mid-market customers and alliances to grow market share.

Ideal candidates have 2+ years in B2B SaaS sales, strong hunter mindset, and proven quota attainment. Expect cross-functional collaboration and meaningful incentives in a fast-paced, security-focused environment.

Qualifications

• 2+ years of experience selling business-to-business SaaS software.
• Experience working with channel partners and alliance ecosystems.
• Proven track record as an avid hunter who consistently exceeds quota.
• Strong communication and presentation skills.
• Experience with MEDDPICC framework is a plus.

Responsibilities

• Drive growth of Delinea's market share and sales by identifying, developing, and closing new logo opportunities.
• Achieve revenue targets by selling Delinea's solutions to Mid-Market customers.
• Provide leadership to a cross-functional account team.
• Expand business opportunities by strengthening executive relationships.
• Manage the full sales cycle from opportunity identification to close.
• Forecast and assess revenue opportunities.
• Understand client challenges and tailor Delinea value proposition.

Skills

B2B SaaS sales

Channel partner experience

Quota attainment

MEDDPICC knowledge

Strong communication

Education

Bachelor's Degree preferred

Tools

SFDC forecasting

Job description

About Delinea:

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea's leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world‑class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Position Summary:

This remote position requires a motivated self-starter who will be responsible for all net new sales into a geographic territory for Commercial Accounts, as defined by Delinea based on annual revenue of $1 billion or less. With our strong promote-from-within philosophy, successful performance in this role will provide career advancement opportunities to those seeking to take their sales careers to the next level.

What You'll Do:

• Drives growth of Delinea's Market share and sales revenue through successful sales by identifying, developing, and closing new logo acquisition opportunities
• Achieve assigned revenue target by selling Delinea's line of solutions to Mid-Market customers and non-installed accounts with revenues less than one billion
• Provide leadership to a cross-functional account team (sales, presales specialists, professional services, customer success)
• Significantly extend the existing strategic relationship with customers/prospects to expand business opportunities for Delinea
• Drive and manage the entire sales cycle - from identifying the right business initiatives and building a competitive value proposition to negotiating through close
• Competent in the ability to forecast and assess revenue opportunities
• Investigate, understand, and work passionately to solve the internal business challenges of potential clients
• Build high level executive/SVP relationship sales to support long term partnership with customers
• Tailor the Delinea value proposition to prospects based on in-depth research of specific business conditions, drivers and specific knowledge of the territory and customers.
• Deliver clear messaging, presentation and communicate product uniqueness and solutions to prospects.

What You'll Bring:

• 2+ years of experience and accomplishment in selling business to business SaaS software
• Experience working with the channel partner and alliance ecosystem
• Proven track record as an avid hunter who consistently exceeds quota
• Passion to learn and work hard to overachieve and earn a strong income based on accomplishing goals
• Self-starter with strength as a high performing individual contributor
• Works effectively as a key part of the team in a goal driven environment
• Proficiency with sales automation applications and technologies, particularly SFDC forecasting and reporting
• Familiarity with sales process frameworks, specifically MEDDPICC
• Understand and leverage organization structure and dynamics to support the strategy, culture, and priorities of the company
• Exceptional communication and presentation skills
• Experience in cybersecurity industry preferred; Privileged Access Management or Identity Access Management experience a plus
• Bachelor's Degree preferred

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
• We invest in people who are smart, self-motivated, and collaborative.
• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do
• Trust - We act with integrity and deliver on our commitments
• Respect - We listen, value different perspectives, and work as one team
• Ownership - We take initiative and follow through
• Nimble - We adapt quickly in a fast-changing environment
• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.