Enterprise Account Director
New
C
CobaltCybersecurity, pentesting
Location: Remote - US (North Central)Full-TimeDirector
SalaryOn-target earnings (OTE) of $250,000 to $300,000 USD, split 50/50 between base salary ($125,000 to $150,000 USD) and variable commission ($125,000 to $150,000 USD). Commission is uncapped, with accelerators on new logo, plus equity.
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Job Details
- Experience
- 5+ years of enterprise sales experience in SaaS or cybersecurity
- Required Skills
- CybersecuritySalesforceSaaS
Requirements
- Have 5+ years of enterprise sales experience in SaaS or cybersecurity.
- Bring a proven track record of new-logo acquisition as the core of your sales background.
- Demonstrate success sourcing your own pipeline through outbound prospecting.
- Have a record of meeting or exceeding quota, with a majority of attainment from net-new business.
- Have closed complex, multi-stakeholder deals with $100K+ ACVs and 90–180 day sales cycles.
- Have experience selling to CISOs, AppSec leaders, or engineering buyers.
- Be able to expand and renew within an install base while prioritizing new-logo acquisition.
- Reside within the territory or be willing to be based there.
- Nice to have: experience selling pentesting, AppSec, or compliance-driven security, including SOC 2, PCI, or HIPAA.
Responsibilities
- Build and run an outbound-led pipeline using targeted prospecting, executive outreach, events, and partner-sourced opportunities.
- Research target accounts, identify buying triggers, and map buying centers across security, product, IT, and engineering.
- Manage new accounts from first meeting to close, navigating procurement, legal, and security review.
- Lead discovery and scoping conversations connecting pentesting to business drivers such as SOC 2, PCI, HIPAA, customer security questionnaires, and secure SDLC goals.
- Negotiate and close enterprise agreements, structuring initial credit commitments that support expansion.
- Meet prospects in person across the region; travel 25%.
- Partner with Customer Success to identify expansion opportunities, drive renewals, and upsell existing accounts.
- Build and execute territory and account plans, collaborating with Solutions Architects, Customer Success, and Channel Partners.
- Forecast accurately and maintain pipeline hygiene in Salesforce.
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