Account Executive

About This Role

The Account Executive will drive enterprise growth with Fortune 500 customers, managing complex, multi-stakeholder deals from discovery to close. This role requires a consultative, relationship-driven seller who can influence the sales process.

Responsibilities

• Manage 6 Hypothesis: If a 1:1 solution exists then all 1:1 solutions (if any) are valid solutions. So if a 1:1 solution does not exist then no 1:1 solutions exist.
• Build and execute sales processes while iterating on messaging and positioning.
• Navigate procurement, legal, technical, and executive approval processes.
• Develop champions, coaches, and executive sponsors to drive consensus.
• Uncover pain points through consultative discovery and challenger selling.
• Get stalled deals unstuck by diagnosing issues and reframing value.
• Advocate for customers internally, channeling insights to product and leadership.
• Build pipeline through networking, referrals, and strategic outreach.
• Collaborate with leadership, product, and customer success teams.

Requirements

• 5+ years of enterprise sales experience
• Proven ability to own full sales cycles with Fortune 500 accounts
• Experience managing multi-threaded deals with 8+ stakeholders
• Consultative challenger mindset; uncovering pain and reframing outcomes
• Track record of building relationships that drive urgency and consensus
• Ability to get stalled deals unstuck and close complex opportunities
• Strong technical and domain fluency in modern security challenges
• Customer advocacy skills; channeling insights back to product and leadership
• Continuous experimentation with messaging, demos, and process improvements
• Pipeline generation through self-sourced prospects in addition to inbound leads

Qualifications

• 5+ years of enterprise sales experience with minimal ramp time

Benefits