Drive Territory Growth: Identify, develop, and close new business opportunities within your assigned territory.
Build Trusted Partnerships: Build and maintain strong relationships with prospective customers, acting as a technical and strategic advisor.
Master the Discovery: Conduct detailed discovery meetings to understand specific customer pain points and present tailored Runtime Security solutions.
Full-Cycle Ownership: Manage the entire sales process from rigorous initial prospecting and outbound activity to contract negotiation and deal closure.
Technical Stakeholder Navigation: Confidently lead competitive technical evaluations, navigating complex selling environments with multiple stakeholders across Security, DevOps, and Platform Engineering.
Cross-Functional Collaboration: Partner with Marketing, Pre-Sales, and Product teams to ensure a seamless customer experience and successful platform adoption.
Pipeline Discipline: Meet or exceed monthly and quarterly sales targets by maintaining consistent pipeline generation discipline and ensuring healthy coverage through self-sourced activity.

Requirements

3–5 years of experience as an Account Executive or Territory Manager in a B2B SaaS environment.
Proven experience selling in the cloud or cybersecurity domain, specifically within highly competitive markets.
Technical Sales Acumen: Demonstrated ability to hold technical conversations and manage evaluations involving Security and DevOps teams.
Pipeline Architect: A track record of building and sustaining your own pipeline through outbound discipline, rather than relying solely on inbound lead flow.
Consistent Track Record: Proven history of meeting or exceeding sales targets in a high-growth environment.
Sales Process Mastery: Strong understanding of modern B2B sales processes; experience with MEDDPICC or consultative selling is a strong plus.
Communication: Excellent negotiation and presentation skills, with the ability to engage executive and technical stakeholders effectively.
Self-starter: A "roll-up-your-sleeves" attitude, capable of managing multiple priorities in a fast-paced setting.

Benefits

Remote work model
Health insurance and wellness benefits
Opportunity to shape the future of channel strategy at a high-growth security startup

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B salescloud salescybersecurity salessales process masteryMEDDPICCconsultative sellingpipeline generationcontract negotiationtechnical evaluationsoutbound sales

Soft Skills

relationship buildingcommunicationnegotiationpresentation skillsself-startercross-functional collaborationstrategic advisingproblem-solvingtime managementadaptability