Enterprise Account Executive

About the role

In this position you will own the end to end sales cycle for large global organizations seeking to strengthen their security posture through a robust external attack surface management program. You will act as the primary strategic partner for enterprise customers guiding them through a transformation in how they manage vulnerability discovery and risk reduction. The role requires you to identify and penetrate new logos while simultaneously expanding footprint within existing strategic accounts to maximize customer lifetime value. You will leverage deep consultative selling techniques to align Bugcrowd's platform capabilities with the complex business and security objectives of your stakeholders. Success in this position hinges on your ability to communicate the tangible business value and return on investment associated with proactive security testing. You will be responsible for building a robust and quantifiable sales pipeline that feeds the enterprise sales funnel with high quality opportunities. Collaboration with cross functional teams will be essential to ensure seamless implementation and high levels of post sale customer satisfaction. Ultimately you will drive significant revenue growth by converting enterprise interest into closed won deals that establish Bugcrowd as the long term security partner.

Key facts

What you'll do

Orchestrate the comprehensive management of the enterprise sales cycle from initial discovery through negotiation contract finalization and onboarding.

Perform in depth market research to identify target organizations and map the competitive landscape within the cybersecurity risk management sector.

Cultivate and nurture relationships with key decision makers including security leaders procurement executives and C level stakeholders at priority accounts.

Utilize Salesforce to accurately forecast predict sales outcomes and maintain meticulous visibility into the health of the enterprise sales pipeline.

Collaborate closely with technical teams and customer success professionals to architect tailored solutions that address specific customer challenges and requirements.

Develop and deliver compelling presentations and live demonstrations that clearly articulate the return on investment and risk mitigation provided by Bugcrowd's platform.

Serve as the primary brand representative for Bugcrowd at industry conferences webinars and virtual events to generate awareness and qualified leads.

Engage in strategic negotiations of contract terms and pricing structures to secure agreements that satisfy both customer needs and business objectives.

Analyze sales performance metrics and adjust strategies proactively to ensure consistent over achievement of quarterly and annual revenue targets.

Champion the adoption of Bugcrowd solutions by providing ongoing enablement and support to internal stakeholders throughout the customer journey.

Leverage data and insights to identify expansion opportunities within existing customer accounts including upselling and cross selling initiatives.

Maintain a thorough understanding of contemporary security testing methodologies such as penetration testing bug bounty programs and vulnerability disclosure frameworks.

Build a consultative sales narrative that positions Bugcrowd as an indispensable partner for managing external attack surfaces at scale.

Demonstrate exceptional written and verbal communication skills to articulate complex security concepts to diverse audiences effectively.

Requirements

Possess a minimum of 5 years of cumulative experience in quota carrying sales roles focused on complex business to business software solutions.

Bring a proven track record of meeting or exceeding annual sales quotas that are valued at $1 million or more during enterprise or strategic account capacity.

Show advanced proficiency in managing extended sales cycles that typically span 6 to 12 months within large multi department organizations.

Demonstrate a consistent ability to generate new business build a robust sales pipeline and close deals with Fortune 500 and Global 2000 companies.

Exhibit solid knowledge of current security testing practices including but not limited to penetration testing bug bounty initiatives and vulnerability disclosure programs.

Display a history of achieving high levels of sales productivity and resilience in a fast paced target driven environment.

Have experience navigating complex enterprise buying committees and influencing stakeholders across multiple departments.

Commit to upholding the highest standards of integrity professionalism and customer centricity in all interactions with clients and colleagues.

Be capable of traveling domestically for customer meetings industry events and prospecting activities as required by the role.

Embrace the core values of collaboration transparency and continuous learning to thrive within the Bugcrowd global team.

Nice to have

Possess previous experience selling crowdsourced security bug bounty or attack surface management solutions to enterprise customers.

Demonstrate familiarity with Salesforce and modern sales engagement platforms to manage pipeline and reporting effectively.

Hold a four year college degree or equivalent practical experience in a related field.

Practical notes

Base salary range: $116,800 - $160,600 annually.

This role may be eligible for a discretionary bonus or commission plan.

Bugcrowd is an equal opportunity employer and values diversity.

Reasonable accommodations are available for individuals with disabilities during the application and employment process.

Background checks may be conducted.