Account Executive

About the role

You own the full sales cycle for your strategic territory, driving revenue from initial prospecting through negotiation and final close. You partner deeply with Sales Engineering, Marketing, Customer Success, and Leadership to design and execute a consultative approach that delivers measurable customer outcomes. You proactively hunt for enterprise opportunities, building trusted advisor relationships with executive stakeholders such as CISOs, CIOs, CTOs, and security leadership teams. You take ownership of complex cybersecurity sales, navigating multi-stakeholder environments with accountability and precision. You translate customer business objectives and risk priorities into clear value propositions that align security outcomes with organizational goals. You leverage every customer interaction to build durable relationships that position Glow as the long-term platform of choice. You embrace fast-moving ambiguity, solve hard problems collaboratively, and maintain a bias for action that accelerates both individual and team performance. You embody The Glow Mindset by taking ownership, acting with accountability, collaborating openly, and focusing on delivering meaningful impact.

Key facts

What you'll do

• Own and exceed quarterly and annual revenue targets for your assigned territory.
• Build, manage, and execute a strategic territory plan that aligns with company objectives and market potential.
• Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
• Lead complex enterprise sales cycles from discovery through close, ensuring structured and evidence-based decision-making.
• 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 robust business cases.
• Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems to support data-driven decisions.
• Collaborate with Marketing on events, webinars, and demand-generation activities that amplify reach and engagement.
• Work closely with Customer Success to drive successful customer adoption and identify expansion opportunities.
• Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.
• Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events to strengthen brand presence.
• Operate with the Glow Mindset by taking ownership, acting with accountability, collaborating openly, and focusing on delivering meaningful impact.
• Thrive in fast-moving environments, embrace ambiguity, and enjoy solving hard problems together as a core part of daily work.

Requirements

You bring 5-10+ years of successful enterprise software or cybersecurity sales experience that demonstrates consistent quota achievement. You have a proven history of exceeding quota in enterprise or strategic account environments, showing resilience and results under pressure. You have direct experience selling to security, IT, compliance, risk, or executive-level stakeholders who influence or approve technology investments. You can navigate and close complex multi-stakeholder sales cycles, balancing technical nuance with business clarity. You possess strong executive presence and communication skills, able to articulate vision, value, and risk in language that resonates with senior leadership. You have experience building pipeline and creating opportunities in a growth-stage environment where processes evolve quickly. You are familiar with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets that shape modern enterprise risk. You demonstrate strong business acumen, connecting technical solutions to business outcomes such as risk reduction, compliance, and operational efficiency. You have experience working collaboratively with Sales Engineering and cross-functional teams to ensure cohesive customer engagement and delivery alignment. You are proficient with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message to maintain rigor and transparency. You operate with integrity and inclusion, aligning with Glow's commitment to building an inclusive workplace where every team member feels welcomed, respected, and empowered. You support Glow's mission to transform enterprise protection through an agentic-first approach that makes security a force multiplier for the business. You are committed to equal employment principles, respecting diversity in backgrounds, experiences, and perspectives that make the company and its partnerships stronger.

Nice to have

You already have existing relationships within enterprise security organizations that can accelerate opportunity creation and trust. You have prior experience working for a high-growth cybersecurity startup, understanding how speed and adaptability drive value. You possess knowledge of cloud infrastructure, security operations, governance, risk, and compliance frameworks that inform customer conversations. You have a track record of selling six-figure and seven-figure enterprise transactions, demonstrating comfort with complex procurement and decision-making units.

Practical notes

This role is based in the United States and is a full-time engagement. No specific working hours, travel requirements, visa sponsorship details, or application deadlines are stated in the source material.