Mid-Market Account Manager – East
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Job Description
Mid-Market Account Manager at runZero focusing on cybersecurity solutions for mid-market customers in the USA. Driving customer retention and expansion through strategic sales initiatives.
Responsibilities:
- Own and drive expansion opportunities through the full sales cycle—from discovery and qualification to business justification and close—to consistently meet or exceed net-new ARR quotas.
- Position runZero as a strategic visibility and exposure management platform; build "high and wide" relationships to advise CISOs, CIOs, and IT/OT leaders as a trusted industry partner.
- Lead a timely, seamless renewal process for your customer install base, maintaining high retention rates while ensuring long-term customer satisfaction and executive alignment.
- Facilitate high-impact Quarterly Business Reviews (QBRs) to gather feedback, educate stakeholders on new features, and align runZero’s technical capabilities with corporate objectives.
- Partner closely with Sales Engineering, Customer Success, Marketing, and the Executive team to deliver a coordinated customer experience and share field insights to improve the product.
- Develop and grow relationships with strategic VARs and channel partners in your region to accelerate account growth and identify new revenue streams.
- Maintain accurate pipeline management and highly proficient forecasting in Salesforce, utilizing value-selling frameworks and MEDDPICC/MEDDPPICC methodologies.
Requirements:
- 3+ years of experience selling cybersecurity software with a consistent history of exceeding quarterly and annual sales targets in a fast-paced environment
- Technical aptitude to understand and confidently discuss asset discovery, exposure visibility, and security platform capabilities with highly technical buyers
- Strong executive presence and ability to engage CISOs, CIOs, and senior IT/security leaders
- Hands-on experience using value-selling frameworks and MEDDPICC/MEDDPPICC
- Proficiency with a modern SaaS sales tech stack (Salesforce, Gong, Gmail, etc.)
- Ability to work cross-functionally in a collaborative team-selling environment.
Benefits:
- Fully remote: runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides.
- Benefits: We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents.
- 401(k): We match 4% of 401(k) contributions
- Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year
- Paid parental leave: We offer 12 weeks of paid parental leave
- Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration.
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