SMB Account Executive, Cyber Security & Data Privacy

Reside in Boston, MA Area Domain knowledge of Cyber Security and Data Privacy Prior training and working knowledge of information security concepts, and related compliance standards and regulatory practices 3yrs+ experience selling to CISO, CIO, or other senior corporate information security personas Mastery of at least one generally accepted sales methodology and deal qualification system Superior verbal and written communication skills Impeccable organization skills Highly competitive, adaptive, and coachable Comfortable in an early-stage, fast-growth environment Self-driven, high learning orientation, and growth mindset

Manage and convert inbound pipeline into sales Self-generate qualified pipeline to ensure consistent velocity toward monthly quota attainment Leverage SPIN (or alike) to skillfully conduct comprehensive discovery Leverage MEDDPICC (or alike) to forecast accurately, identify risk, and disqualify weak opportunities early Negotiate pricing, packaging, and contractual terms to achieve timely and mutually desirable outcomes Coordinate internal resources and key external stakeholders to successfully complete customer's legal, security, and compliance requirements Embrace a disciplined cadence of activity for consistent and measurable top-of-the-funnel inputs Conduct formal weekly pipeline reviews that ensure correct coverage and accurate forecasting, using Salesforce is the source of truth Attend regular Deal Desk and Pre-Call Planning meetings to gameplan new logo and expansion engagements Partner cross-functionally to ensure smooth pre-sale to post-sale transition Activate existing customers to refer and expansion by consistently delivering value, follow-through, and mindful communication Engage in routine sales trainings and incorporate new systems and processes into the sales cycle