Mid-Market Cybersecurity AE: Fast-Paced Enterprise Wins

Cengage Group; Indianapolis (IN); Remote; USD 56,000 - 62,000; Full time

Job summary

Cengage Group in the United States is seeking a results-driven sales professional to own new business within a defined territory, building relationships with CISOs and CIOs and leading multi-stakeholder cycles for InfoSec solutions.

You will develop account penetration strategies, maintain a robust pipeline, and position value while navigating pricing and contracts. 2+ years in B2B sales, SaaS or cybersecurity experience and strong communication are desired.

Qualifications

• 2+ years of experience in B2B sales focusing on new business opportunities.
• Experience selling cybersecurity, SaaS, or enterprise tech preferred.
• Experience engaging and influencing C-level executives (CISO, CIO, CTO).
• Strong understanding of complex sales cycles and multi-opportunity management.
• Proven ability to meet or exceed sales quotas in high-growth environments.
• Excellent communication, negotiation, and presentation skills.
• Familiarity with CRM tools and sales engagement platforms.
• Bachelor’s degree or equivalent experience preferred.

Responsibilities

• Take charge of new business acquisition within the specified territory, focusing on relationship building.
• Develop and complete account penetration strategies to break into net-new accounts and expand market presence.
• Build and manage a robust pipeline of high-value opportunities through proactive prospecting (cold outreach, executive engagement, networking, and industry events).
• Identify and engage key collaborators, including CISO, CIO, CTO, and other senior security and IT leaders.
• Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close.
• Position and articulate the value of InfoSec solutions in the context of cyber workforce readiness, and compliance.
• Drive deal strategy, including competitive positioning, pricing, and contract negotiations in alignment with company guidelines.
• Maintain accurate pipeline management and forecasting, with clear access to deal progression and risk.

Skills

B2B sales

Executive engagement

Complex sales cycles

Meet quotas

Sales communications

CRM tools

Sales prospecting

Education

Bachelor’s degree or equivalent

Tools

Salesforce

Job description

Cengage Group in the United States is seeking a results-driven sales professional to own new business within a defined territory, building relationships with CISOs and CIOs and leading multi-stakeholder cycles for InfoSec solutions.

You will develop account penetration strategies, maintain a robust pipeline, and position value while navigating pricing and contracts. 2+ years in B2B sales, SaaS or cybersecurity experience and strong communication are desired.