Enterprise Account Executive

About the role

Safe is at the forefront of transforming how organizations perceive and manage cyber risk through its innovative AI-driven platform. This technology translates complex cyber threats into financial implications, making it accessible for executive leadership. As a Series C company with substantial backing of $170 million, we proudly serve 10% of the Fortune 500, positioning ourselves as a leader in the cybersecurity landscape.

Key facts

What you'll do

• Oversee the entire sales process, starting from identifying potential clients to finalizing contracts, ensuring a seamless experience for all stakeholders involved.
• Develop and nurture a robust pipeline of enterprise-level opportunities within a designated geographical area, focusing on strategic growth.
• Implement a land-and-expand strategy that aims to enhance revenue streams from both existing clients and new accounts, ensuring sustainable growth.
• Deliver compelling presentations of our cyber risk management platform to high-level executives such as Chief Information Security Officers (CISOs), Chief Information Officers (CIOs), and Chief Risk Officers (CROs).
• Achieve quarterly revenue goals through accurate forecasting and strategic planning, contributing to the company's overall success.
• Collaborate effectively with channel partners and system integrators to amplify sales efforts and expand market reach.
• Employ structured sales methodologies to navigate and manage complex negotiations, ensuring favorable outcomes for both the client and the company.
• Continuously analyze market trends and competitor activities to refine sales strategies and maintain a competitive edge.
• Engage in regular training and development sessions to stay updated on industry advancements and enhance sales techniques.
• Foster long-term relationships with clients to ensure satisfaction and retention, positioning Safe as a trusted partner in their cybersecurity journey.
• Utilize CRM tools to track sales activities and client interactions, ensuring data integrity and effective follow-up.
• Participate in industry events and conferences to represent Safe and network with potential clients and partners.

Requirements

• A minimum of 8 years of experience in selling complex Software as a Service (SaaS) solutions to C-level executives, demonstrating a strong sales acumen.
• At least 4 to 6 years of experience specifically within the IT sector, showcasing a deep understanding of the industry dynamics.
• Proven track record in managing substantial account growth while also hunting for new business opportunities, highlighting versatility in sales strategies.
• Familiarity with sales methodologies such as MEDDPIC and Command of the Message, which are essential for effective sales execution.
• Experience working in a fast-paced, high-pressure environment typical of a scaling startup, demonstrating resilience and adaptability.
• Strong ability to articulate complex technical concepts in a clear and concise manner, challenging conventional security paradigms when necessary.

Nice to have

• Previous experience in the cybersecurity sector, providing a deeper understanding of the challenges and solutions in this field.
• Established relationships with key decision-makers in target organizations, facilitating quicker sales cycles.
• Knowledge of financial risk assessment and management, enhancing the ability to communicate the value of our platform effectively.
• Experience with CRM software and sales analytics tools, aiding in efficient pipeline management.
• A background in consulting or advisory roles, offering insights into client needs and strategic solutions.

Skills & tools

• Proficiency in MEDDPIC and Command of the Message methodologies
• Expertise in pipeline management and contract negotiation
• Strong relationship management skills with C-level executives
• In-depth knowledge of cyber risk management principles and practices
• Familiarity with CRM systems and sales tracking tools

Practical notes

• Employees are granted equity in the company, aligning personal success with company growth.
• Comprehensive benefits package includes medical insurance and wellness initiatives to support employee well-being.
• An unlimited leave policy is offered, promoting a healthy work-life balance and allowing employees to recharge as needed.

Join Safe and be part of a dynamic team that is redefining cybersecurity for enterprises around the globe. Your expertise will help shape the future of cyber risk management while contributing to the success of our innovative platform.

About the company

Safe is not just another security tool; we are the AI-powered engine solving the "Cyber Visibility Gap" for the world's most complex organizations. With $170M in Series C funding and a mission to transform how risk is quantified, we are seeking a heavyweight Regional Vice President of Sales to lead our high-growth West Region.