Account Director

8+ years in enterprise SaaS or cybersecurity sales roles Focus on complex, multi-stakeholder deals Track record of consistently exceeding quota and driving territory growth Experience managing long sales cycles and closing 7-figure, multi-year contracts with Fortune 1000 clients Strong experience with direct sales and partner-driven go-to-market models Proficient in discovery, objection handling, and closing Deep knowledge of MEDDPICC and value-based consultative sales approaches Skilled in managing sales processes including approvals, legal reviews, and quoting workflows Comfortable engaging with C-level executives Highly organized and operationally disciplined Fluent in tools like Salesforce, Clari, Gong

Identify and pursue net-new logo opportunities Conduct strategic discovery to align needs with solutions Engage channel partners in go-to-market motions Own and grow key enterprise accounts Drive upsell, cross-sell, and renewal opportunities Build multi-threaded relationships with technical and executive audiences Act as a trusted advisor Partner with Customer Success and internal stakeholders Navigate complex, multi-stakeholder sales cycles Apply MEDDPICC and value-based selling frameworks Develop and present compelling proposals Use Salesforce, Clari, and Gong to manage pipeline and forecast Handle objections and pricing conversations Consistently meet or exceed quarterly and annual revenue targets Maintain deep understanding of cybersecurity trends and buying behavior Provide market feedback to internal teams