Hunters-Driven Enterprise Cybersecurity AE

Glow; United States; On-site; USD 120,000 - 200,000; Full time

Job summary

Glow is seeking a hunter-oriented Account Executive to own the full sales cycle in a high-growth cybersecurity environment. You will prospect, generate pipeline, negotiate, and close while aligning with Sales Engineering, Marketing, Customer Success, and Leadership to deliver customer outcomes.

You will build trusted advisory relationships with CISOs and security leaders, conduct discovery, and partner with Sales Engineers to showcase value through demos and business cases.

Qualifications

• 5–10+ years of successful enterprise software or cybersecurity sales experience.
• Proven history of exceeding quota in enterprise or strategic account environments.
• Experience selling to security, IT, compliance, risk, or executive-level stakeholders.
• Demonstrated ability to navigate and close complex multi-stakeholder sales cycles.
• Strong executive presence and communication skills.
• Experience building pipeline and creating opportunities in a growth-stage environment.
• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.
• Strong business acumen with the ability to connect technical solutions to business outcomes.
• Experience working collaboratively with Sales Engineering and cross-functional teams.
• Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as 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 executive stakeholders including 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 compelling 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.

Skills

Enterprise software sales

Cybersecurity sales

Quota achievement

Stakeholder management

Executive presence

Pipeline development

Sales cycle leadership

Salesforce proficiency

MEDDICC / MEDDPICC / Command of the 메시

Job description

Glow is seeking a hunter-oriented Account Executive to own the full sales cycle in a high-growth cybersecurity environment. You will prospect, generate pipeline, negotiate, and close while aligning with Sales Engineering, Marketing, Customer Success, and Leadership to deliver customer outcomes.

You will build trusted advisory relationships with CISOs and security leaders, conduct discovery, and partner with Sales Engineers to showcase value through demos and business cases.