Growth-Oriented Enterprise Cybersecurity Account Executive

Glow

Palo Alto (CA)

On-site

USD 120,000 - 180,000

Full time

14 days+

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Job summary

Glow is seeking a hunter-oriented Account Executive to drive growth in its enterprise cybersecurity business serving Palo Alto-area customers. You’ll own the full sales cycle—from prospecting to close—working with Sales Engineers, Marketing, and Customer Success to deliver exceptional outcomes.

You have 5–10+ years of enterprise software or cybersecurity sales, a proven quota record, and experience selling to security and IT executives.

Qualifications

5–10+ years of enterprise software or cybersecurity sales experience.
Proven history of exceeding quota in enterprise or strategic accounts.
Experience selling to security, IT, compliance, risk, or executive-level stakeholders.
Ability to navigate and close complex multi-stakeholder sales cycles.
Strong executive presence and communication skills.
Experience building pipeline and creating opportunities in growth-stage environments.
Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection.
Business acumen with ability to connect technical solutions to business outcomes.
Experience working with Sales Engineering and cross-functional teams.
Proficiency with Salesforce, forecasting methodologies, and MEDDICC/MEDDPICC or Command of the Message.

Responsibilities

Own and exceed quarterly and annual revenue targets.
Build, manage, and execute a strategic territory plan.
Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
Lead complex enterprise sales cycles from discovery through close.
Develop trusted advisor relationships with CISOs, CIOs, CTOs, and security leadership teams.
Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.
Partner with Sales Engineers to deliver demonstrations, proof-of-value engagements, and business cases.
Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
Collaborate with Marketing on events, webinars, and demand-generation activities.
Work closely with Customer Success to drive successful customer adoption and expansion opportunities.
Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.
Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.