Senior Account Executive - Cybersecurity

Position Overview

We are seeking a proactive and strategic Senior Account Executive focused on cybersecurity solutions. This role is responsible for driving new business and expanding existing accounts by selling SaaS-based security products and AI-enabled services. The ideal candidate will combine deep cybersecurity knowledge with a consultative sales approach, strong pipeline management, and experience navigating complex enterprise procurement cycles.

Key Responsibilities

• Prospect, qualify, and close new enterprise accounts for SaaS and AI-driven cybersecurity solutions across target industries.
• Manage and grow a portfolio of strategic accounts, building long-term relationships with CISOs, security architects, and IT leaders.
• Develop and execute territory and account plans to meet or exceed quarterly and annual revenue targets and quota.
• Conduct consultative sales conversations and technical demonstrations, positioning product value against customer requirements and competitive offerings.
• Collaborate with pre-sales engineers, customer success, product, and marketing teams to craft proposals, proof-of-concepts, and tailored solutions.
• Navigate complex procurement and contracting processes, including RFP responses, pricing negotiations, and legal review.
• Track sales activities, forecast accurately, and maintain CRM records to provide clear visibility into pipeline health.
• Stay current on cybersecurity trends, attacker techniques, regulatory requirements, and AI applications to advise customers and influence product roadmap.

Qualifications

• 7+ years of enterprise software sales experience with a proven track record selling cybersecurity or adjacent solutions; experience selling SaaS products required.
• Demonstrated success closing complex, multi-stakeholder deals at the enterprise level with consistent quota attainment.
• Strong understanding of cybersecurity technologies (e.g., SIEM, XDR, IAM, threat detection, cloud security) and security buyer priorities.
• Experience working with AI-enabled security products or services, and the ability to articulate AI benefits and limitations to technical and executive audiences.
• Excellent consultative selling, presentation, and negotiation skills with strong executive presence.
• Comfortable working in a fast-paced, cross-functional environment and collaborating with technical teams to deliver proofs-of-concept and pilots.
• Bachelor's degree in Business, Computer Science, Cybersecurity or a related field, or equivalent practical experience; relevant certifications (e.g., CISSP, CISM) a plus.
• Willingness to travel as required to meet with customers and attend industry events.