Install Base Account Executive

About This Role

Drive net-new revenue within existing customer accounts by identifying and creating new opportunities, generating referrals, and expanding business unit penetration. This role focuses on strategic hunting and does not manage renewals or simple upsells.

Responsibilities

• Develop and execute a targeted hunting strategy for enterprise and mid-market accounts within the installed base
• Build internal networks inside customer organizations to generate introductions, referrals and access to new stakeholders
• Pursue and close net-new opportunities across security services, managed compliance, enclave offerings, Secure AI, and cloud security
• Partner with CSMs to leverage QBR insights, risk findings and unmet needs
• Collaborate with marketing to convert campaign engagement into pipeline from existing accounts
• Perform enterprise-level consultative selling, including deep discovery, ROI framing, solution alignment, and executive presentations
• Lead complex sales cycles involving multiple stakeholders, procurement teams, and technical evaluators
• Maintain precise pipeline records, forecasts and opportunity documentation in Salesforce
• Represent CyberSheath at customer meetings, events and industry briefings
• Consistently meet or exceed installed base sales quotas, including multi-six-figure annual targets

Requirements

• 5+ years of enterprise sales experience
• Proven track record of consistently meeting or exceeding multi-million-dollar sales quotas
• In-depth understanding of enterprise IT environments, security challenges, and regulatory compliance
• Demonstrated ability to develop C-level client relationships and lead complex sales engagements
• Strong knowledge of cybersecurity managed services like SOC, MDR, EDR, vulnerability management, SIEM
• Excellent communication, negotiation, and presentation skills
• Self-motivated, results-driven, and able to work independently in a fast-paced, dynamic environment

Qualifications

• Bachelor’s degree in Business, Information Technology, or related field (or equivalent experience)
• 5+ years of enterprise sales experience in cybersecurity, IT managed services, or related SaaS sectors

Nice to Have

• Experience selling into highly regulated sectors such as defense, federal supply chain, finance or healthcare
• Proven track record of enhancing customer adoption of solutions and services
• Technical certifications (CISSP, CISM, CompTIA Security+, etc.)
• Familiarity with sales methodologies

Skills

* Required skills