Enterprise Account Executive

About the role

This role owns enterprise sales within the identity governance space, partnering with customer success and solutions teams to secure and grow logos. The position focuses on quota attainment, executive engagement, and cross-functional alignment to drive new business and retention. Decisions balance speed of execution with security and compliance needs in large enterprise environments. You will operate as the primary revenue driver for strategic enterprise accounts, owning the full commercial lifecycle from initial discovery to executive sponsorship. The position requires a consultative approach where you translate complex technical capabilities into clear business outcomes for C level stakeholders. You will leverage data and market insights to identify expansion opportunities and influence buying committees across multiple stakeholders. Success in this role is defined by consistent quota attainment, strategic account growth, and the ability to navigate lengthy and complex sales cycles.

Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.

Key facts

What you'll do

Sales strategies are defined and executed to achieve and surpass assigned quotas, responding to enterprise demand.

You will manage the full sales cycle from prospecting and qualification through value proposition sessions and closing opportunities with precision.

Partnerships with Customer Success and Solutions are built to foster long term relationships, surface upsell paths, and secure timely renewals.

You will acquire and maintain deep knowledge of the access management sector and competitive landscape to shape positioning and counter objections effectively.

Collaboration with the go to market team focuses on best practices, market insights, and messaging updates to strengthen pipeline generation.

Customer and prospect needs are represented internally with Sales Engineering, Product, and Marketing to guide roadmap and solution priorities.

Results and sales data are documented and recorded in systems to support accurate forecasting and reporting for leadership.

You will engage directly with executive stakeholders, articulating ROI and aligning solutions with strategic business initiatives.

The role requires consistent pipeline generation through targeted outreach, networking, and leveraging warm introductions within key accounts.

You will qualify opportunities rigorously, ensuring deals meet criteria for size, timing, and strategic fit before investing significant effort.

Requirements

You bring 8+ years of quota carrying field sales experience in fast paced and competitive markets, demonstrating resilience and adaptability.

A consistent track record of winning net new logos in enterprise settings is required, with evidence of managing multiple concurrent opportunities.

You show a strong history of meeting and exceeding sales quotas, backed by verifiable results and a data driven approach.

Experience selling complex enterprise software, security, and infrastructure management solutions is essential to discuss architecture and implementation.

Executive presence is strong, listening skills are sharp, and engagement with C suite stakeholders is experienced and comfortable.

Curiosity drives a highly motivated self starter with startup or scale up background who thrives in ambiguous and evolving environments.

A Bachelor's degree is held as required for the role, providing a foundational understanding of business and communication principles.

You adhere to ethical sales practices and compliance standards, ensuring all activities align with company policies and legal requirements.

Practical notes

Equal Employment Opportunity applies to all candidates. Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Identity governance focuses on controlling access to critical systems and data. Sales roles in this field often rely on consultative conversations and long sales cycles. Enterprise software security and infrastructure management shape the solutions discussed with large organizations. Cross functional collaboration with product, marketing, and engineering is common for go to market teams. Data driven forecasting and pipeline management support revenue outcomes.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.