Enterprise Account Director

Cobalt; United States; Remote; USD 120,000 - 180,000; Full time

Benefits offered by this job

401k matching

Paid parental leave

Flexible PTO (US)

WFH stipend

Equity plan

Medical, dental and life insurance

Job summary

Cobalt is seeking a results‑driven hunter to win new enterprise logos across the United States for our Pentest as a Service platform. You will sell scoped, human‑led pentesting to CISOs, AppSec leaders, and engineering buyers, backed by our Core community and a platform that gets customers testing quickly.

Own the full sales cycle from territory planning and outbound prospecting through negotiation and close.

Qualifications

• 5+ years of enterprise SaaS or cybersecurity sales experience with a proven new logo track record.
• Experience selling to CISOs, AppSec leaders, and engineering buyers.
• Ability to map buying centers and navigate complex procurement processes.

Responsibilities

• Lead territory planning and outbound prospecting to build a robust pipeline.
• Research target accounts and map buying centers across security, product, IT, and engineering.
• Advance multi‑thread deals from first meeting to close and negotiate enterprise agreements.

Skills

Enterprise sales

New logo acquisition

Outbound prospecting

Pipeline management

Negotiation

Account planning

Tools

Salesforce

LinkedIn Navigator

Job description

• Win new enterprise logos for the leading Pentest as a Service platform. This is a hunter role: your primary mandate is opening and closing net‑new accounts across US - North Central, with a secondary responsibility to expand within our install base
• You will sell scoped, human‑led pentesting to CISOs, AppSec leaders, and engineering buyers, backed by our vetted Cobalt Core community and a platform that gets customers testing in as little as 24 hours
• Your territory covers ND, SD, NE, KS, MN, IA, MO, MI, WI, IL, IN, OH, and KY, with anchor markets including Chicago, Minneapolis, Detroit, Columbus, Indianapolis, Kansas City, and St. Louis. You will own the full cycle, from territory planning and outbound prospecting through negotiation and close
• Build and run an outbound‑led pipeline engine in your territory, combining targeted prospecting, executive outreach, events, and partner‑sourced opportunities
• Research target accounts to identify triggers (compliance deadlines, audits, M&A, new product launches, security leadership changes) and map buying centers across security, product, IT, and engineering
• Multi‑thread new accounts from first meeting to close, navigating procurement, legal, and security review in complex organizations
• Run discovery that ties pentesting to business drivers such as SOC 2, PCI, HIPAA, customer security questionnaires, and secure SDLC goals, then lead scoping conversations that convert to a first engagement
• Negotiate and close enterprise agreements, structuring initial credit commitments that create a path to expansion
• Meet prospects in person across the region (25% travel) to build trust and advance deals
• Partner with Customer Success to identify expansion opportunities in existing accounts: additional assets, new business units, and larger credit commitments
• Drive renewals and upsell by connecting engagement results and finding trends to customer risk priorities
• Build and execute territory and account plans that prioritize regulated industries (e.g., financial services, healthcare, and insurance), as well as manufacturing and SaaS
• Collaborate with Solutions Architects, Customer Success, and Channel Partners to create value at every stage of the customer lifecycle
• Forecast accurately and maintain rigorous pipeline hygiene in Salesforce

Benefits

• 401k matching for retirement savings plan
• Paid parental leave
• Flexible PTO, to support work life balance from anywhere in the US, UK, and Germany
• Monthly WFH stipends for equipment, lunches, wellness and learning & development
• Work directly with experienced senior leaders
• Make your mark in the rapidly expanding PtaaS space
• Join an award-winning “best workplace” and fast growing team
• Equity plan
• Medical, dental and life insurance benefits

Residence within the territory (or willingness to be based there)Experience selling to CISOs, AppSec leaders, or engineering buyers5+ years of enterprise sales experience in SaaS or cybersecurity, with a proven new logo acquisition track record as the core of your background (required)Demonstrated success sourcing your own pipeline through outbound prospecting, not just working inbound or inherited accountsExperience closing complex, multi-stakeholder deals with $100K+ ACVs and 90-180 day sales cyclesNice to have: experience selling pentesting, AppSec, or compliance-driven security (SOC 2, PCI, HIPAA)A record of meeting or exceeding quota, with a majority of attainment from net-new businessAbility to expand and renew within an install base while keeping new logo as your priorityCurious, accountable, and collaborative. You adopt tools like automation, AI, and data insights to sell more effectively, and you take ownership of your number