Enterprise Account Director, California

Who We Are

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work.

Description

We are looking for a high-impact Enterprise Account Director to join our growing team and drive revenue in strategic accounts across the Northwest region. This role is focused on winning new enterprise logos and expansion within existing customers, delivering Cobalt’s market leading offensive security solutions.

You’ll own the full sales cycle, from territory planning and account research to prospecting and onsite engagement. This role requires a proven enterprise seller who thrives on negotiating complex deals, hunting for new business, navigating complex organizations, and strategically growing existing clients.

What You’ll Do

• Own and manage a defined territory of strategic enterprise accounts, with a mandate to land new business and grow existing accounts.
• Conduct deep account research to uncover whitespace, map buying centers, and identify stakeholders in security, product, IT, and engineering.
• Develop and execute tailored territory plans and account strategies to drive multi-threaded engagement across key accounts.
• Meet with customers and prospects in person to build trust, advance deals, and unlock new opportunities.
• Collaborate with Cobalt’s Customer Success, Solutions, and Channel teams to create value at every stage of the customer lifecycle.
• Leverage partners and ecosystem relationships to accelerate pipeline creation and influence opportunities.
• Maintain rigorous pipeline hygiene and forecasting accuracy.
• Contribute to continuous process improvement by sharing insights and feedback from the field.

You Must Have

• 5+ years of experience selling SaaS or cybersecurity solutions to enterprise accounts; strong preference for experience with CISOs, AppSec leaders, or engineering buyers.
• Proven ability to source, drive, and close complex deals in large, multi-stakeholder organizations.
• Experience balancing strategic account planning with tactical urgency to hit and exceed targets.
• Consistent track record of exceeding sales targets, showcasing a relentless drive for performance and growth.
• A growth mindset and commitment to learning. You’re open to new approaches, curious about evolving buyer behavior, and eager to leverage tools like automation, AI, and data insights to sell more effectively.
• A collaborative spirit with high accountability. You take ownership, communicate proactively, and thrive in a team that’s building for scale.