Senior Account Executive

Jobtailor; California (MO); On-site; USD 90,000 - 150,000; Full time

Job summary

Jobtailor seeks an experienced Enterprise New Business Sales professional to drive growth in cybersecurity services for strategic accounts in the United States. You will manage complex, multi-stakeholder deals, build executive-level relationships and lead opportunities from qualification to close.

Responsibilities include prospecting for net new logos, crafting compelling business cases, coordinating with sales engineers, and applying value-based selling methodologies to win deals and expand

Qualifications

• Proven success in enterprise new business sales or strategic account acquisition.
• Strong consultative selling to uncover needs and create value-led solutions.
• Experience managing multi-stakeholder enterprise sales cycles and forecasting.
• Ability to build executive-level relationships and influence decisions.
• Understanding of cybersecurity services such as Penetration Testing, MDR/MXDR, Cyber Advisory, Risk Management and Compliance.

Responsibilities

• Drive net new logo acquisition through targeted prospecting and networking.
• Build and execute territory and account plans to generate qualified pipeline and revenue growth.
• Lead consultative discovery conversations with executive and technical stakeholders.
• Develop compelling value propositions and business cases aligned to customer priorities.
• Own opportunities from qualification through proposal, negotiation and close.
• Collaborate with Sales Engineers and technical specialists to develop differentiated solutions.
• Utilise MEDDPICC, Challenger, Value Selling or similar frameworks.

Skills

Enterprise New Business Sales

Consultative Selling

Salesforce Proficiency

Cybersecurity Services Knowledge

Opportunity Qualification

Tools

Salesforce

CRM Tools

Job description

• Drive net new logo acquisition through targeted prospecting, networking and business development activities.
• Build and execute territory and account plans that generate qualified pipeline and sustainable revenue growth.
• Lead consultative discovery conversations with executive, business and technical stakeholders.
• Develop compelling value propositions and outcome-focused business cases aligned to customer priorities.
• Build trusted relationships with senior decision-makers including CISOs, CIOs, CTOs and business leaders.
• Own opportunities from qualification through proposal, negotiation and close.
• Collaborate with Sales Engineers and technical specialists to develop differentiated solutions.
• Utilise sales methodologies such as MEDDPICC, Challenger, Value Selling or similar frameworks.
• Maintain accurate forecasting, pipeline management and opportunity planning using Salesforce.
• Develop market insight and leverage industry relationships, partnerships and customer references to generate new business opportunities.

Requirements

• Proven success in enterprise new business sales, business development or strategic account acquisition within cybersecurity services or cybersecurity technology.
• Demonstrated experience winning net new logos and delivering against revenue and growth targets.
• Strong consultative selling experience with the ability to uncover customer needs, challenge thinking and create value-led solutions.
• Experience managing complex, multi-stakeholder enterprise sales cycles.
• Ability to build executive-level relationships and influence commercial decisions.
• Strong commercial acumen with experience in opportunity qualification, forecasting, deal strategy and negotiation.
• Experience coordinating technical, commercial and delivery teams throughout the sales lifecycle.
• Strong understanding of cybersecurity services such as Penetration Testing, Managed Detection and Response (MDR/MXDR), Cyber Advisory, Risk Management and Compliance.
• Proficiency with Salesforce and other CRM tools.

Core Competencies

Demonstrates expertise in enterprise new business sales and strategic account acquisition within cybersecurity services, with a strong focus on consultative selling and building executive-level relationships. Proficient in utilizing sales methodologies and CRM tools to drive revenue growth and manage complex sales cycles.

Highest-signal resume keywords

• Enterprise New Business Sales
• Consultative Selling
• Salesforce Proficiency
• Cybersecurity Services Knowledge
• Opportunity Qualification

Hard Skills

• Business Development
• Revenue Growth
• Pipeline Management
• Negotiation
• Deal Strategy

Soft Skills

• Relationship Building
• Influencing Skills
• Commercial Acumen

Industry Keywords

• Cybersecurity Services
• Penetration Testing
• Managed Detection and Response
• Cyber Advisory
• Risk Management
• Compliance

Tools & Technologies

• Salesforce
• CRM Tools