Strategic Account Executive, Southeast

LemClosers; Atlanta, Northern (GA, KY); Hybrid; USD 120,000 - 220,000; Full time

Job summary

Axonius is seeking a Strategic Account Executive to cover the Southeast, based in the Atlanta metro area. You will lead deployment of a regional strategy to build a healthy pipeline, manage key enterprise accounts, and drive multi-stakeholder deals with senior executives.

You will navigate security and IT solutions discussions, leverage a strong hunter mentality, and partner with Sales Engineers to articulate value. A proven track record in enterprise negotiations is required.

Qualifications

• 7+ years of closing sales with an enterprise focus.
• Experience managing complex multi-stakeholder deals with senior executives.
• Proven ability to build and execute regional strategies including partners.

Responsibilities

• Create and execute a regional territory strategy to hit quota.
• Build and manage channel partner relationships across the Southeast.
• Qualify opportunities using MEDDPIC and value-based selling.
• Maintain Salesforce hygiene and accurate opportunity forecasting.
• Collaborate with Sales Engineers on POVs for strategic deals.

Skills

Value-based selling

MEDDPIC

Enterprise sales

Channel partner management

Negotiation

Territory planning

Education

Bachelor's Degree

Tools

Salesforce

Job description

## About this role#### Strategic Account Executive, SoutheastLocation: Candidates must reside in the Atlanta metro areaThe Strategic Account Executive is a highly visible role, requiring strong business acumen and an understanding of the current cybersecurity landscape. By joining the Axonius Strategic Sales team, you will have an opportunity to work alongside our most senior sales leaders and our largest customers.#### Key ResponsibilitiesYou will be working with the largest customers in this territory, 10k employees and above. There are potentially hundreds of accounts for this territory, which requires having a sales strategy to narrow your focus to successfully hit pipeline goals and overachieve on quota expectations. To be successful in the role, the Account Executive will:Create and execute on a comprehensive regional territory strategy to build a pipeline funnel of 4x quota Build strong channel partner relationships and security/IT vendor relationships across the region Qualify opportunities using value based selling techniques and MEDDPIC Navigate technical conversations to plan and execute on value added POV activities with the Sales Engineer Manage Salesforce hygiene activities, including frequent Chatter posts on deal updates, updating strategic next- steps, ensuring MEDDPIC criteria is up-to-date, and accurate close dates for opportunities Accurately forecast on close dates, leveraging reverse timeline techniques#### Who You Are7+ years of experience in a closing sales role with a strong hunter mentality and track record of success Have clear examples of managing complex sales cycles with Enterprise accounts Successful track record of building and executing on a regional strategy, including channel partners, BDRs, Marketing, Sales Engineering, and Product Conceptual understanding of security and IT solutions such as endpoint agents, vulnerability scanners, CMDB, SIEM, Active Directory, Firewalls, Cloud, and SaaS Proven track record of strong negotiation skills with mini### Tools & Tech StackSalesforce### Selling MotionSales CycleEnterprise6–18 month cycles, complex multi-stakeholder dealsProspectingChannel / PartnerSell through partners, resellers, or alliancesBuyer PersonaC-SuiteSelling to executive decision-makersTerritoryNamed AccountsPre-assigned list of target companies### Requirements at a GlanceExperience·7+ years requiredBachelor's Degree·RequiredNegotiation·Required skill### Typical Day — Account ExecutiveStakeholder meetings3–5/weekExecutive presentations2–3/weekBusiness cases & RFPs1–2/weekForecast & pipeline2×/weekChampion coachingDailyEstimates based on role type and selling motion — actual may vary by company.### SaaS — Interview IntelTypical Sales Cycle30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)Common Buyer Objections* \"We're locked into a contract with [competitor]\"* \"We built something in-house already\"* \"We don't have budget until next quarter\"* \"Our team won't adopt another tool\"Key Industry MetricsARR / MRRNet Revenue Retention (NRR)CAC Payback PeriodLogo Churn vs Revenue ChurnACV (Avg Contract Value)Magic NumberHot Topics to Reference* • AI-native product disruption* • PLG vs sales-led motion debate* • Vertical SaaS consolidation* • Usage-based pricing modelsUse these insights to speak the buyer's language in interviews.## Tagssales—Walk me through your discovery process.Template question—How do you handle a prospect who goes silent mid-deal?Template question—Tell me about your largest closed deal and the sales cycle.Template question—How do you build business cases for stakeholders?Template question—Describe a deal you lost and what you learned.Template questionRole InsightsAs an Account Executive with Axonius, you'll own the entire revenue pipeline and be measured on quota attainment.Expect to work with recurring revenue models where customer retention is as important as acquisition.