Account Executive (PNW)

About the role

You will own the full sales cycle for strategic enterprise customers in the Pacific Northwest, driving revenue growth and market penetration from initial contact through closed deal. You will partner deeply with Sales Engineering to architect solutions that address complex security problems and demonstrate clear business value to executive stakeholders. This role requires a hunter mindset focused on uncovering new opportunities, expanding existing relationships, and establishing Glow as the trusted security partner for modern enterprises. You will be responsible for building and maintaining a robust pipeline that balances quantity with quality, ensuring consistent progress toward and beyond quarterly and annual revenue targets. You will act as the primary point of contact for key accounts, shaping strategy and aligning security initiatives with business objectives. You will leverage data and insights to refine your approach, optimize territory coverage, and prioritize high-impact opportunities. Finally, you will embody The Glow Mindset by taking full ownership of outcomes, collaborating transparently with internal teams, and delivering meaningful impact that accelerates customer success.

Key facts

What you'll do

• Own and exceed quarterly and annual revenue targets in assigned Pacific Northwest territory.
• Build, manage, and execute a strategic territory plan tailored to enterprise security buyer personas.
• Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
• Lead complex enterprise sales cycles from discovery through negotiation and final close.
• Develop trusted advisor relationships with executive stakeholders including CISOs, CIOs, CTOs, and security leadership teams.
• Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.
• Partner with Sales Engineers to deliver compelling demonstrations, proof-of-value engagements, and business cases.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
• Collaborate with Marketing on events, webinars, and demand-generation activities specific to the PNW region.
• Work closely with Customer Success to drive successful customer adoption and expansion opportunities within your book of business.
• Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles in key accounts.
• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events across the United States.
• The Glow Mindset: You take ownership, act with accountability, collaborate openly, and focus on delivering meaningful impact. You thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together.

Requirements

• 5-10+ years of successful enterprise software or cybersecurity sales experience in relevant markets.
• Proven history of exceeding quota in enterprise or strategic account environments over multiple fiscal periods.
• Demonstrated success selling to security, IT, compliance, risk, or executive-level stakeholders within enterprise organizations.
• Ability to navigate and close complex multi-stakeholder sales cycles involving technical and business decision makers.
• Strong executive presence and communication skills enabling clear articulation of value to senior leadership audiences.
• Experience building pipeline and creating opportunities in a growth-stage environment with evolving processes.
• Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related market segments.
• Strong business acumen with the ability to connect technical solutions to measurable business outcomes and ROI.
• Experience working collaboratively with Sales Engineering and cross-functional teams to deliver integrated solutions.
• Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.
• The Glow Mindset: You take ownership, act with accountability, collaborate openly, and focus on delivering meaningful impact. You thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together.

Nice to have

• Existing relationships within enterprise security organizations in the Pacific Northwest region.
• Experience working for a high-growth cybersecurity startup and scaling sales operations.
• Knowledge of cloud infrastructure, security operations, governance, risk, and compliance frameworks relevant to regulated industries.
• Experience selling six-figure and seven-figure enterprise transactions with complex procurement processes.

Practical notes

This role is based in the United States and requires full-time commitment. No specific hours, travel expectations, visa details, or application deadlines are outlined in the source material.