Enterprise Account Executive, Ohio/Michigan

Location Requirement: Candidates must reside in Ohio or Michigan

Key Responsibilities

• Develop and execute a comprehensive regional strategy designed to deliver a 4x pipeline relative to quota.
• Operate with a bias for action and a focus on measurable outcomes, holding yourself accountable to activity goals and performance benchmarks.
• Build and nurture strong channel and security/IT vendor partnerships, leveraging their reach and influence to accelerate growth.
• Qualify and advance opportunities using value-based selling methodologies and frameworks such as MEDDPIC, ensuring clear business value alignment with customer needs.
• Maintain high-quality hygiene in Salesforce and Clari, including:
  • Consistent and insightful Chatter posts
  • Clear, strategic next steps for all active opportunities
  • Up-to-date MEDDPIC criteria
  • Accurate and timely forecasting with realistic close dates

Minimum Qualifications

• 7+ years of success in a closing role selling to Enterprise accounts, with a proven hunter mentality and consistent quota attainment.
• Experience managing and closing complex, multi-stakeholder sales cycles within large organizations.
• Demonstrated ability to build and execute a regional go-to-market strategy, coordinating effectively with channel partners, tech alliances, BDRs, SEs, Marketing, and Product.
• Strong working knowledge of enterprise IT and security environments, including solutions like endpoint protection, vulnerability management, SIEM, CMDB, Active Directory, firewalls, cloud platforms, and SaaS offerings.

Preferred Qualifications

• Strong negotiation skills with a history of driving value-based deals and minimizing discounting.
• Highly self-motivated and proactive, with the ability to work independently and efficiently in a remote, field-based environment.
• A disciplined operator who understands the importance of CRM hygiene, structured deal execution, and precision in forecasting.
• Demonstrates a strong work ethic, integrity, and a commitment to excellence in every customer interaction.
• Competitive spirit and a deep drive to win, not just against quota, but in delivering transformational outcomes for customers.
• Strategic thinker with resourcefulness and the ability to adapt and thrive in dynamic, fast-evolving conditions.