Account Executive
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Job Description
Commercial Account Executive owning full-cycle sales of Kiteworks’ secure data exchange platform. Building partner-driven pipeline and selling data governance solutions to mid-market IT and security buyers.
Responsibilities:
- Own the full sales cycle for assigned mid-market accounts from prospecting through close and expansion
- Balance new-logo acquisition with growing revenue in the existing customer base
- Sell to CIOs, CISOs, IT executives, and line-of-business leaders
- Position Kiteworks’ data governance and secure data exchange platform against risk and compliance priorities
- Combine personal outreach with Partner, Sales, and Marketing resources to prospect new business
- Build durable partner relationships that generate repeatable pipeline
- Lead a consultative, solution-based sales approach
- Identify customer pain, align the right solution, and demonstrate business value
- Prioritize opportunities and apply resources appropriately to keep deals moving and customer satisfaction high
- Build a predictable, credible forecast and sales process
- Use Salesforce and other sales tools to track activity, pipeline, and revenue against target
- Represent Kiteworks at customer meetings, industry events, and exhibitions
- Deliver presentations translating technical capability into business outcomes
- Protect customer and prospect data through secure handling practices and compliance with data protection policies
- Report to the VP of East Sales
Requirements:
- 3–5 years of B2B sales experience
- Track record of managing full sales cycles and consistently meeting or exceeding quota
- Experience selling to CIOs, CISOs, IT and business executives
- Exposure to data privacy, third-party risk management, secure file transfer, network infrastructure, security, or compliance
- Ability to build and leverage partner and customer relationships to source and close new business
- Strong solution-selling and consultative skills
- Communication skills to build trust across technical and business stakeholders
- Resilience and flexibility
- Demonstrated history of consistent quota over-achievement
- Willingness to travel frequently
- Routine use of AI across most day-to-day tasks
- Ability to critically evaluate AI output
- Must not input customer, prospect, or confidential company data into AI tools without approval
- Must reside in DC, MD, PA, OH, or MI
- Ability to meet Kiteworks, customer, and/or government security screening requirements
- Must pass the Kiteworks background check upon hire/transfer and every two years thereafter
- Open only to individuals who already have U.S. work authorization
- Visa sponsorship is not available
- 4-year degree or equivalent practical experience (preferred)
- Experience creating new opportunities and building a book of business in an emerging territory or product line (preferred)
Benefits:
- Equity - stock options to share in company success
- 3 Cigna plans (PPO, EPO, HDHP)
- 90% covered (PPO/EPO) + $0 premium HDHP
- $1,200–$2,400 HSA contribution
- Competitive vision and dental coverage
- FSA + Dependent Care FSA
- 401(k) with 100% match (up to $5K), immediate vesting
- Fully paid life & disability insurance
- 6 weeks (birthing) / 8 weeks (non-birthing)
- $10K lifetime reimbursement fertility benefit
- One Medical membership + EAP counseling
- Unlimited PTO + 10 holidays
- 10 work-from-anywhere days
- Commission
- Benefits, perks, equity, and bonuses may be included in the Total Rewards package
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