Account Executive, Strategic Accounts

10+ years of SaaS sales experience. At least 5+ years selling into large Enterprise accounts (5,001+ employees). Prior experience selling into healthcare, financial services, government, and insurance sectors. Demonstrated success consistently overachieving $1M+ annual sales quotas. Proven track record of closing six- and seven-figure ACV deals. Specific experience selling SaaS, Cybersecurity, Identity and Access Management, and/or other Cloud solutions. Expertise in strategic account planning, territory management, and executive-level engagement. Deep proficiency in value-based, consultative, and solution selling. Strong executive presence, excellent listening skills, and ability to build ROI-driven business cases. Experience leveraging partners, alliances, and channels in Enterprise sales motions. Proficiency in Salesforce, Outreach, LinkedIn Sales Navigator, Slack, Zoom, and other modern sales tech. Highly resilient, proactive, and growth-minded with a passion for cybersecurity. Proven team player. Experience with MEDDPPICC; familiarity with Force Management frameworks, Challenger Sale, or Target Account Selling methodologies (preferred).

Establish long-term vision and strategic account plans for pipeline generation and whitespace growth. Land, adopt, expand, and deepen relationships within Enterprise accounts through new logo acquisition and upgrade/cross-sell motions. Lead long sales cycles (6-12+ months) with large ARRi ($250K+). Build trusted advisor relationships with C-level executives. Serve as a thought leader in the Extended Access Management space. Collaborate with BDRs, Solutions Engineers, Customer Success, Channels, and Alliances teams. Leverage partners, channels, and alliances to extend reach. Maintain rigorous pipeline management, Salesforce hygiene, and forecasting accuracy. Attend industry events and conferences. Participate in internal deal reviews and peer coaching.