Enterprise Account Executive (Boston)

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Requirements:

• 5+ years of selling cybersecurity software to Enterprise accounts with a strong track record of exceeding quarterly and annual sales targets in the Northeast, Boston area
• Successful track record of growing footprint and revenue within customer base through a land & expand model through a customer-first mentality and consultative approach
• Experience building strategic relationships and transacting with the channel
• Possess the technical competency to understand runZero’s software and build strong relationships with highly technical customers
• Ability to partner cross-functionally to ensure a collaborative customer engagement approach
• Excellent communication skills and comfortable creating effective presentations
• Growth mindset - you are open to and thrive on coaching and mentoring
• Grit - experience working and winning in an early stage start-up environment without all of the resources and headcount available at much larger organizations
• Hunter mentality - understanding and experience successfully executing on an outbounding strategy without reliance on a BDR
• Experience utilizing a value-selling framework and MEDDPICC/MEDDPPICC throughout sales process
• Proficient with a standard SaaS seller’s tech stack (SFDC, SalesNav, Gmail etc.)
• Must be located in the Northeast, preferably Boston

Responsibilities:

• Demonstrate a deep understanding of runZero and articulate its value to both IT Security and IT/OT Network teams
• Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers
• Identify and drive targeted prospecting plan for accounts in key verticals
• Identify opportunities and drive deals through full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review and procurement, to progress deal to closure
• Navigate and close high ASP, complex opportunities utilizing our value-selling framework and MEDDPPICC forecasting methodology
• Develop and close business to consistently meet or exceed quarterly sales quotas
• Maintain accurate pipeline management in SFDC with highly proficient forecasting
• Build effective cross-team relationships with Solutions Engineering, Customer Success, Marketing, Engineering, and our Executive team to successfully team sell and ensure strategic alignment
• Develop and grow relationships with strategic VARs in region
• Be an excellent team player and mentor to your teammates inside and outside the department