Enterprise Account Manager

About the role

You own the end-to-end enterprise sales cycle for the top-tier clients in the US East region, acting as the primary commercial leader for Immersive's cyber resilience platform. You are responsible for acquiring new flagship enterprise customers across all major verticals while simultaneously expanding the footprint and deepening the value of existing relationships within those accounts. You translate the complex technical capabilities of the platform into clear business outcomes for senior leadership, focusing on the critical skills gap that impacts organizational cyber readiness. This role requires you to operate with the autonomy of a founder while collaborating closely with marketing, pre-sales, channel partners, and customer success to orchestrate a unified go-to-market effort. You will represent the Immersive brand at industry forums, embodying the company culture and values in every interaction with prospective organizations. Success in this position is defined by your ability to build trusted relationships with CISOs, VPs of Cyber, and senior SOC leaders, positioning the platform as a strategic imperative rather than a discretionary purchase. You are accountable for owning the full sales journey from initial discovery through to contract closure and multi-year expansion within your portfolio of enterprise clients.

Key facts

What you'll do

Execute a strategic account plan to win new large enterprise business within the East region and then drive expansion and retention within those flagship accounts.

Leverage marketing campaigns, technical resources, and channel or alliance partners to build a compelling value proposition and overcome procurement hurdles.

Attend and contribute to relevant industry conferences, webinars, and events to educate the market on the transformative value of cyber resilience simulations.

Establish a strong partnership with the Customer Success organization to identify cross-sell and upsell opportunities that enhance long-term customer lifetime value.

Champion the Immersive values in every interaction, demonstrating the culture and mission to prospective companies through professional conduct and integrity.

Qualify and develop a robust pipeline of high-value opportunities by engaging CISOs and other senior leaders responsible for cyber risk and team capability.

Articulate the business impact of the platform, focusing on how it addresses the skills gap and improves the overall cyber readiness of the organization.

Utilize a consultative selling approach to navigate complex enterprise sales cycles and secure buy-in from multiple stakeholders and decision-makers.

Maintain detailed and accurate records of all customer interactions, ensuring the sales pipeline is transparent and forecastable for the business.

Coordinate with internal teams to structure tailored proposals, pricing, and commercial terms that align with strategic objectives and customer needs.

Drive the execution of sales activities using all available resources, including SDRs, pre-sales engineering, and professional services, to meet aggressive timelines.

Develop and monitor key performance indicators to evaluate the effectiveness of sales activities and adjust strategies to optimize results.

Act as the primary point of contact for enterprise clients, ensuring a consistent and high-touch experience that reinforces trust and satisfaction.

Collaborate with the marketing team to refine messaging and positioning based on competitive insights and customer feedback.

Requirements

You possess 7+ years of experience selling to large enterprise accounts within the Fortune 500, demonstrating an ability to operate at the highest levels of corporate procurement.

You have a proven history of success in a high-growth environment, where you understand the necessity for meticulous attention to detail and rapid adaptation to evolving company priorities.

You have a deep understanding of the daily challenges faced by senior cybersecurity leaders, which is essential when engaging with CISOs, VPs of Cyber, and Senior SOC Directors.

You have a documented track record of exceeding sales quotas and winning net-new logos within complex, global enterprise organizations across multiple sectors.

You have experience managing a full sales cycle that requires educating clients on the tangible value and strategic importance of new cybersecurity solutions.

You have successfully executed account plans that leverage a wide array of resources, including channel partners, SDRs, pre-sales teams, and professional services, under strict deadlines.

You hold a bachelor's degree or equivalent practical experience, and your professional background substantiates your capability to lead enterprise-level sales engagements.

You are legally authorized to work in the United States, and no work sponsorship is available or will be provided for this role.

You are located in a state that observes Eastern Standard Time or Central Standard Time, as this role requires alignment with the US East coast business hours for optimal collaboration.

Nice to have

Experience selling cybersecurity or risk management solutions to regulated industries such as financial services, healthcare, or critical infrastructure.

Familiarity with security frameworks, compliance requirements, and the terminology used by enterprise security teams.

Background in SaaS sales, particularly within enterprise-scale organizations that utilize multi-year contract structures.

Practical notes

This is a full-time, remote-capable role requiring candidates to be located in US states within the Eastern or Central Standard Time zones.

No work authorization sponsorship is provided; all candidates must be eligible to work in the United States without sponsorship.

The position reports to the US sales leadership team and is part of the East sales region strategy.

Hiring decisions are made on a rolling basis, and candidates are encouraged to apply as soon as possible to be considered for immediate interview rounds.