Enterprise Account Executive

About the role

Safe is at the forefront of cybersecurity, offering an innovative AI-driven platform that translates cyber risk into quantifiable data for executive teams. As a Series C organization, we have successfully secured $170 million in funding and currently support 10% of the Fortune 500, including industry giants such as Apple, Netflix, and Verizon. We are on the lookout for a dynamic and results-oriented sales professional to cultivate complex enterprise relationships and propel growth in our cybersecurity sector.

Key facts

What you'll do

• Spearhead the complete sales process within a designated territory, aiming to achieve quarterly revenue goals.
• Oversee the strategy to penetrate and expand within major enterprise accounts, ensuring sustained growth.
• Develop and maintain a robust sales pipeline through disciplined management practices and strategic planning.
• Foster direct relationships with C-level executives, including Chief Information Security Officers (CISOs), Chief Information Officers (CIOs), and Chief Revenue Officers (CROs).
• Collaborate with channel partners and system integrators to enhance deal flow and expedite the sales process.
• Navigate opportunities from the initial proposal stage through to final contract negotiations, ensuring a seamless experience for clients.
• Analyze market trends and customer feedback to refine sales strategies and improve service offerings.
• Conduct presentations and product demonstrations tailored to the unique needs of each enterprise client.
• Mentor junior sales team members, sharing best practices and insights to foster a culture of success.
• Utilize CRM tools to track sales activities, manage customer relationships, and report on progress against targets.
• Participate in industry events and conferences to represent Safe and expand professional networks.
• Stay informed about competitive landscape and emerging trends in cybersecurity to maintain a strategic advantage.

Requirements

• A minimum of 8 years of experience in selling complex Software as a Service (SaaS) solutions to C-suite executives.
• Between 4 to 6 years of experience within the IT sector, demonstrating a comprehensive understanding of the industry.
• A proven history of consistently meeting or surpassing sales quotas, showcasing strong performance metrics.
• Familiarity with sales methodologies such as MEDDIC or Command of the Message, with the ability to apply these frameworks effectively.
• A strong aptitude for concept selling, with the ability to challenge the status quo and present compelling value propositions.
• Experience managing the entire account lifecycle, from initial prospecting to long-term account development and growth.

Nice to have

• Previous experience in the cybersecurity domain, providing insight into industry-specific challenges and solutions.
• Established relationships with key decision-makers in large enterprises, facilitating quicker access to potential clients.
• Familiarity with CRM software and sales enablement tools that enhance productivity and efficiency.
• A background in technical sales, enabling a deeper understanding of product functionalities and customer needs.
• Experience in a startup environment, demonstrating adaptability and a proactive approach to challenges.

Skills & tools

• Proficient in pipeline management and opportunity forecasting, ensuring accurate sales projections and resource allocation.
• Exceptional presentation and negotiation skills, capable of engaging diverse audiences and closing high-stakes deals.
• Strong analytical skills for managing complex, multi-stakeholder transactions, ensuring all parties are aligned.
• Ability to thrive in a fast-paced startup atmosphere, demonstrating resilience and a results-driven mindset.

Practical notes

• The compensation package includes significant equity options for all employees, aligning individual success with company growth.
• A comprehensive benefits package is offered, including extensive medical coverage and wellness initiatives to support employee health.
• The company promotes a flexible work environment with an unlimited leave policy, encouraging work-life balance.
• Opportunities for career advancement are available, based on individual performance and ambition, fostering a culture of growth and development.

Join us at Safe, where your expertise will contribute to shaping the future of cybersecurity while enjoying a supportive and dynamic work environment.