Enterprise Account Executive
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Job Description
Enterprise Account Executive driving full-cycle sales of Panorays’ third-party cybersecurity SaaS. Building Fortune 500 relationships and expanding enterprise revenue across the Middle West and West.
Responsibilities:
- Manage the full sales cycle with prospects across the Middle West and West region
- Develop and refine the enterprise sales strategy
- Map out a sales organization and process
- Close new deals within the assigned territory
- Report directly to the Director of Sales
- Own the sales cycle from identifying customer needs through delivering consultative, ROI-driven SaaS value propositions
- Construct, forecast, manage, and grow sales activity and pipeline to meet or exceed revenue targets and company goals
- Develop long-lasting relationships with Fortune 500 clients and executives
- Identify opportunities through discovery conversations and a consultative sales process
- Build and identify opportunity signals and generate expansion opportunities, including upsell, add-on, and cross-sell opportunities
- Act as a trusted advisor to C-suite and senior executives
- Develop account strategies to maximize customer value from the Panorays solution
- Work closely with customer success to close upsell opportunities with existing customers
Requirements:
- 10+ years of direct sales experience in B2B enterprise SaaS, preferably Cybersecurity
- Familiarity with Privacy, Third-Party Risk, GRC, compliance frameworks, and regulatory requirements
- Proven ability to build and generate your own pipeline through outbound prospecting, account planning, and partner engagement
- Proven experience working with Channel Partners
- Strong track record of selling complex SaaS solutions into Fortune 500 and large enterprise accounts
- Strong relationship-building skills and ability to navigate complex enterprise organizations and engage C-level stakeholders
- Strong product demo, presentation, negotiation, and contract management skills
- Experience with Salesforce, Outreach, Gong, and LinkedIn Sales Navigator
- Self-starter with a strong “can-do” attitude, comfortable working in a fast-paced start-up environment
Benefits:
- Willingness to travel approximately 30-50% of the time to meet prospects, customers, and partners is required
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