Account Executive - SFO & NYC

Accountabilities

• • Own the complete enterprise sales cycle, from prospecting and pipeline generation through discovery, negotiation, closing, and expansion.
  • Develop and execute strategic account plans for high-value enterprise customers, identifying opportunities to establish, deepen, and expand relationships.
  • Build strong relationships with C-suite executives, CIOs, CTOs, CISOs, CPOs, and other senior technology and business stakeholders.
  • Generate qualified pipeline through outbound prospecting, account-based selling, partnerships, and inbound opportunities.
  • Navigate complex, multi-threaded enterprise sales processes involving multiple stakeholders, decision-makers, and buying requirements.
  • Lead discovery conversations to understand customers' business, technical, security, operational, and strategic challenges.
  • Partner with Solutions Engineers and technical teams to deliver compelling demonstrations and develop solutions aligned with customer requirements.
  • Manage negotiations, procurement processes, legal reviews, security assessments, and other components of complex enterprise buying cycles.
  • Consistently achieve or exceed quarterly and annual revenue targets while maintaining strong customer relationships.
  • Maintain accurate pipeline forecasts, deal progression updates, risk assessments, and actionable close plans.
  • Identify and pursue cross-sell, upsell, renewal, and account expansion opportunities within strategic accounts.
  • Collaborate with Marketing and SDR teams to develop territory plans, account-based strategies, campaigns, and prospecting initiatives.
  • Represent the organization at industry events, executive meetings, conferences, and customer engagements to strengthen relationships and generate new opportunities.

  Requirements

  • 5+ years of enterprise B2B SaaS sales experience, preferably selling technology solutions to sophisticated enterprise organizations.
  • Demonstrated history of consistently exceeding sales quotas and successfully closing complex enterprise transactions.
  • Experience managing large strategic accounts and closing deals with six-figure or higher annual contract values.
  • Proven ability to sell effectively to technical executives and senior business stakeholders.
  • Strong track record of building, managing, and converting healthy enterprise sales pipelines.
  • Experience navigating multi-threaded sales cycles involving numerous decision-makers, technical evaluators, procurement teams, legal stakeholders, and executives.
  • Strong understanding of MEDDICC, MEDDPICC, or another structured enterprise sales methodology.
  • Excellent consultative selling, negotiation, presentation, storytelling, and communication skills.
  • Strong business acumen and the ability to connect technical solutions with measurable business outcomes.
  • Ability to operate with urgency, ownership, and adaptability in a fast-growing technology environment.
  • Proven ability to collaborate effectively with Sales Engineering, Customer Success, Marketing, Product, and senior leadership teams.
  • Experience selling data, cybersecurity, privacy, infrastructure, developer tools, cloud, AI, or other enterprise technology platforms is strongly preferred.
  • Existing relationships with Fortune 500 organizations or high-growth technology companies are highly valuable.
  • Experience engaging CTOs, CIOs, CISOs, VP Engineering, VP Product, and other senior executives is preferred.
  • Experience working within a high-growth startup or scale-up environment is a plus.
  • Bachelor's degree or equivalent professional experience.

  Benefits

  • Work-from-home expense support for eligible employees in the U.S., Canada, and Australia.
  • Health, dental, and vision insurance options, with coverage varying by country.
  • Vanguard 401(k) retirement plan.
  • Flexible paid time off with an unlimited PTO structure.
  • Generous equity participation.
  • Opportunity to work in a high-growth technology environment focused on data privacy, security, AI, and enterprise infrastructure.
  • Exposure to strategic enterprise customers and senior technology decision-makers.
  • Collaborative, cross-functional environment with opportunities to work closely with Sales Engineering, Product, Marketing, and Customer Success.
  • Inclusive workplace that values diverse backgrounds, experiences, perspectives, and ideas.