Enterprise Account Executive – Cybersecurity
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Job Description
Enterprise Account Executive responsible for driving strategic growth across large enterprise clients in cybersecurity. Partnering with C-level leaders to transform cyber risk management in complex sales cycles.
Responsibilities:
- Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations.
- Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals.
- Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners.
- Drive platform adoption — move customers from point products to integrated cybersecurity architectures.
- Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes.
- Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation.
- Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin.
- Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.
Requirements:
- Enterprise seller with 8–12 years of quota-carrying experience (6+ for exceptional talent) in cybersecurity, SaaS, or complex technology solutions.
- Demonstrated track record of exceeding quota and closing 6–7 figure enterprise deals with Global 2000 or Fortune 500 clients.
- Skilled in consultative, value-based selling, framing cybersecurity as a business enabler (ROI, TCO, compliance, and risk reduction).
- Strong C-Suite engagement skills and the ability to multi-thread relationships across technical and business stakeholders.
- Experience working in or with Value-Added Resellers (VARs) and co-selling with OEM and channel partners.
- Thrives in a fast-growth, entrepreneurial environment where initiative and collaboration are valued.
Benefits:
- Competitive base salary plus uncapped commissions
- Comprehensive benefits (medical, dental, vision, 401(k) with match, tuition assistance, unlimited PTO)
- Remote work flexibility and entrepreneurial autonomy
- A high-performance, inclusive culture that celebrates collaboration and results
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