Mid-Market Account Executive
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Job Description
Remote Mid-Market Account Executive acquiring B2B customers for Cengage’s education technology business. Selling InfoSec solutions, managing complex sales cycles, and exceeding revenue quotas.
Responsibilities:
- Acquire new business within the specified territory through relationship building
- Develop and complete account penetration strategies for net-new accounts and market expansion
- Build and manage a pipeline of high-value opportunities through cold outreach, executive engagement, networking, and industry events
- Identify and engage CISO, CIO, CTO, and other senior security and IT leaders
- Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close
- Position and articulate the value of InfoSec solutions for cyber workforce readiness and compliance
- Drive deal strategy, competitive positioning, pricing, and contract negotiations
- Maintain accurate pipeline management and forecasting, including deal progression and risk visibility
Requirements:
- Over 2 years of experience in B2B sales, concentrating on developing new business opportunities
- Experience selling cybersecurity, SaaS, or enterprise technology solutions preferred
- Experience engaging and influencing senior collaborators, including C-level executives (CISO, CIO, CTO)
- Strong understanding of complex sales cycles and ability to manage multiple opportunities simultaneously
- Demonstrated ability to meet or exceed sales quotas in a high-growth environment
- Excellent communication, negotiation, and presentation skills
- Experience with CRM tools (e.g., Salesforce) and sales engagement platforms
- Bachelor’s degree or equivalent experience preferred
Benefits:
- Comprehensive and rewarding Total Rewards package
- Variable Sales incentive compensation program
- Target variable compensation of $60,000 annually
- Reasonable accommodations for qualified individuals with disabilities
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