Enterprise Data Security & Brand Protection AE

Fortra; Virginia; Remote; USD 130,000 - 160,000; Full time

Benefits offered by this job

Health, dental, and vision coverage

401(k) with matching

HSA and FSA plans

Flexible PTO policy

Tuition and personal enrichment

Job summary

Fortra is seeking an Enterprise Account Executive to drive revenue growth selling data security and brand protection solutions to mid-market and enterprise customers in the United States. You will own territory strategy, build a strong pipeline, and lead multi-stakeholder deals through MEDDPICC frameworks.

The role requires 8+ years of quota-carrying B2B software experience, 3+ years in security/vertical markets, and a proven track record of closing $100K+ deals with executive buyers.

Qualifications

• Bachelor’s degree or equivalent experience.
• A minimum of 8 years carrying a quota and closing B2B software in mid-market or enterprise accounts. Field sales, not inside sales.
• A minimum of 3 years selling security against named competitors.
• A minimum of 3 years selling in SLED and healthcare verticals.
• Data security, DLP, DSPM, data classification, insider risk, SSE/CASB experience strongly preferred. Email security or brand protection also considered.
• At or above quota in at least two of the last three full years, and able to back it up.
• Multiple $100K+ deals closed with an economic buyer at the CISO, CIO, CFO or VP level.
• A meaningful share of your closed business sourced by you, not handed to you.
• Located within the territory today.

Responsibilities

• Own and execute a territory strategy focused on driving new business acquisition and expanding existing customer relationships.
• Develop and maintain a healthy pipeline through a combination of prospecting, partner engagement, marketing-generated opportunities, and account planning.
• Collaborate closely with Sales Engineering, channel partners, and internal stakeholders to maximize territory performance and achieve revenue objectives.
• Lead complex sales cycles from opportunity qualification through close, coordinating resources across Sales Engineering, Product, Channel, and Executive teams as needed.
• Apply MEDDPICC principles and customer-aligned success plans to effectively manage opportunities, mitigate risk, and drive predictable sales outcomes.
• Identify and advance strategic opportunities, including multi-product and multi-year solutions that maximize customer value and business impact.
• Drive revenue growth through a balanced focus on new customer acquisition and expansion within the existing customer base.
• Identify cross-sell and upsell opportunities across Fortra's portfolio to increase customer adoption and long-term value.
• Maintain accurate pipeline, opportunity, and forecast information and provide regular updates on sales activity, deal progression, and expected outcomes.
• Share best practices, market insights, and customer learnings that contribute to team success and sales excellence.
• Participate in win/loss reviews and customer feedback discussions to continuously improve sales effectiveness and customer engagement.

Education

Bachelor’s degree or equivalent experience

Job description

Fortra is seeking an Enterprise Account Executive to drive revenue growth selling data security and brand protection solutions to mid-market and enterprise customers in the United States. You will own territory strategy, build a strong pipeline, and lead multi-stakeholder deals through MEDDPICC frameworks.

The role requires 8+ years of quota-carrying B2B software experience, 3+ years in security/vertical markets, and a proven track record of closing $100K+ deals with executive buyers.