Senior Account Executive – Managed Services

Malleum; United States; Remote; USD 99,000 - 127,000; Full time

Benefits offered by this job

Competitive base salary

Performance incentives

Learning budget

Job summary

Malleum is seeking a senior commercial leader to build the revenue engine for MalleumOne, our MSP. You will own the MSP revenue mandate end to end—from target market to multi-year contracts—while defining sales processes and pricing discipline for scale.

You will work with executives to shape the GTM, qualify opportunities, and lead complex deals with CIOs, CISOs, and other senior buyers. This role is remote within Canada with travel as needed.

Qualifications

• 8+ years in B2B sales, including cybersecurity or managed services.
• Proven track record of meeting/exceeding quota on complex multi-stakeholder deals.
• Experience opening new territories or first customers for a service line.
• Experience building a commercial function from scratch with process and pricing discipline.
• Executive presence with senior technical/business stakeholders (CIOs, CISOs, boards).
• Strong understanding of MSP economics: recurring revenue, margins, multi-year renewals.
• Disciplined CRM usage and accurate forecasting.

Responsibilities

• Own the MSP new business quota from target to signed multi-year contract.
• Generate pipeline via outbound prospecting, referrals, partners, and existing relationships.
• Lead discovery with CIOs, CISOs, IT directors to map scope to risk and budget.
• Build tailored MSP solutions with clear commercial models and roadmaps.
• Negotiate terms and pricing to ensure deliverability and profitability.
• Define go-to-market approach with exec team: ICP, priorities, packaging, pricing.
• Create sales operating model: qualification framework, playbooks, pricing guardrails.
• Partner with delivery/security to ensure clean handover at contract signature.
• Maintain rigorous CRM pipeline and defendable forecasts.
• Identify expansion opportunities across Malleum portfolio.
• Track market trends and competition to refine packaging and pricing.
• Mentor junior commercial team members as the function grows.

Skills

B2B sales

Quota attainment

Executive engagement

CRM forecasting

Negotiation skills

Team leadership

Communication

Education

Bachelor's degree

Tools

ConnectWise

Microsoft Azure

CRM systems

Job description

About Malleum

Malleum is a cybersecurity company focused on complex security challenges, mission assurance, and work that matters. We partner with clients across defence, government, critical infrastructure, and regulated enterprise, where the cost of getting security wrong is measured in more than dollars.

We're a small group that makes a big impact. Our technical depth and our commitment to clients continue to fuel our growth, and that growth now extends to a managed services business built for customers operating in demanding, high-trust environments.

The Opportunity

We're searching for a commercial leader to build the revenue engine for our MSP, MalleumOne. This is a senior, hands-on builder role for someone who can create structure where none yet exists, sell credibly to executives and technical buyers alike, and convert an exceptional service offering into multi-year recurring revenue.

In this position you will own the MSP revenue mandate end to end: defining the target market, generating your own pipeline, running complex multi-stakeholder sales cycles, and closing multi-year managed services agreements. You will also define how we sell, building the qualification criteria, proposal approach, and pricing discipline that the rest of the commercial team will inherit as we scale.

This is a high-visibility position reporting into the CEO, with direct influence over the shape and pace of a new line of business. The incumbent may work remotely within Canada, and will travel as necessary.

What You Will Do

• Own the MSP new business quota, from target definition through to signed multi-year agreement.
• Generate your own pipeline through disciplined outbound prospecting, referral development, partner channels, and existing Malleum relationships.
• Lead discovery at depth with CIOs, CISOs, IT directors, and owners, connecting managed service scope to client risk posture, regulatory obligations, and budget reality.
• Build and present tailored MSP solutions across security operations, endpoint, identity, cloud, and infrastructure, supported by clear commercial models and service roadmaps.
• Negotiate commercial terms, pricing structures, and service commitments in partnership with delivery and finance so that what is sold can be delivered profitably.
• Define the go-to-market approach with the executive team, including ideal customer profile, segment priorities, packaging, and pricing strategy.
• Build the sales operating model: qualification framework, proposal library, pricing guardrails, and the playbooks a growing team will run on.
• Partner closely with technical delivery, security operations, and customer success to ensure clean handover at contract signature and credible commitments before it.
• Manage pipeline rigorously in CRM and deliver accurate, defensible forecasts to leadership.
• Identify expansion opportunities across the Malleum portfolio, including advisory, offensive security, and GRC services.
• Track market developments, competitor positioning, and emerging threat drivers, and feed that intelligence back into how we package and price.
• Mentor junior commercial team members as the function grows.

What You Bring

• 8+ years in B2B sales, including at least 4 years selling managed services, recurring IT services, or cybersecurity services end to end.
• A documented record of meeting or exceeding quota on complex, multi-stakeholder deals with meaningful annual contract value.
• Experience opening an untouched territory or landing the first customers for a new service line.
• Experience standing up a commercial function from scratch, including process, pricing discipline, and playbooks
• Executive presence and credibility with senior technical and business stakeholders, including CISOs, CIOs, and boards.
• Strong grasp of managed service economics, including recurring revenue models, service tiering, margin, and the mechanics of multi-year agreements.
• Skilled in needs discovery, solution positioning, commercial negotiation, and building value-driven proposals that survive procurement scrutiny.
• Disciplined use of CRM and sales tooling, with accurate forecasting habits.
• Exceptional communication skills, articulate, clear, and genuine, with the ability to adapt messaging to diverse audiences.
• Post-secondary education in a relevant field.
• Eligibility for Government of Canada security clearance.

Assets

• Experience selling MDR, SOC, endpoint, identity, or cloud security services.
• Familiarity with MSP tooling and platforms such as ConnectWise, Microsoft Azure, or equivalent.
• Experience selling into defence, government, or regulated critical infrastructure buyers.
• Working knowledge of compliance drivers such as CMMC, CPCSC, SOC 2, ISO 27001, or ITSG-33 and how they shape managed services demand.

Why Malleum

• Work on high-impact mandates with clients where security outcomes genuinely matter.
• Join a rapidly growing, high-trust firm with a flat structure and short paths to decision.
• Direct influence over a new line of business rather than a seat in an established machine.
• Competitive base salary with performance incentives tied to what you build.
• Continuous learning budget.

Malleum is an equal opportunity employer. We welcome applications from all qualified candidates. Accommodations are available on request for candidates taking part in all aspects of the selection process; please let us know how we can support your participation.