Enterprise Account Executive

This position is an opportunity for you to join a high performing, growing team and help expand our business and customer footprint. You will be joining at an exciting time in our journey, as we refocus our go to market as a supply chain detection and response company, combining solutions and services  to increase the value we provide to our customers. 

Attributes:

• Sales Execution: Drive revenue growth through a consultative sales approach, working with multiple personas in your target accounts , identifying client needs, presenting. SecurityScorecard solutions, and closing 6 figure, multi year contracts.
• Proactive: Are they on top of it? Organisation and an ability to lean-in can be hard to find. These traits indicate a sales person who can rectify a deal when it goes south and work independently. They show evidence of prior research (reviewing a website, try to understand the product, read a Financial Statement), they follow up an interview and a sales call. They preempt issues. This is great relationship management that builds trust.
• Pipeline Management: Track and manage sales pipelines using Salesforce.com and Clari, ensuring timely follow-up, accurate forecasting, and goal attainment.
• Cross-Functional Collaboration: Work closely with internal teams such as Customer Success, Solutions Architects, and Engineering to ensure a seamless client experience and ongoing support. Connecting SecurityScorecard and Customer Executives .
• Hard Worker: “A” players continue to cold call and prospect, a BDR just scales them. They are still working on the last day of the quarter, still contacting customers and setting meetings even though they hit their number, this ensures the next quarter is just as good as the last
• Authentic: Does the right thing and does not oversell themselves or the customer, uses a consultative selling approach that promotes honesty and puts the customer first and solves their needs not his/her own.
• Active Listener: Are completely present and engaged when they talk to prospects creating deeper and more meaningful conversations that build strong relationships and unlock more information.

Traits and Skills:

• Effective verbal and written communication
• Enthusiastic and energetic in nature, can lead a room
• Empathetic, can read a room
• Can detail fundamental sales concepts of account planning
• Understands and use channel effectively
• Has adopted a sales process and qualification methodology
• Metric driven, can understand pipeline, deal sizing, targets and know them
• Ethical: Act in the best interest of the company with transparency

Qualifications:

• 6+ years of experience in enterprise software sales with a focus on hunter roles and new customer acquisition & pipeline growth
• Outstanding track record of success managing enterprise accounts and opportunities to closure, consistent over-attainment of quotas of $1M annual recurring revenue
• Strong network of established relationships with key industry contacts in the assigned territory
• Previous cybersecurity experience
• Understands record keeping, sales process, sales methodologies (MEDDIC, etc)