Enterprise Account Director, West

About the role

Yubico is seeking an experienced Account Director to join our strategic sales team focused on named accounts. This role will involve engaging with our expanding customer base to enhance revenue and promote the use of our identity security solutions. The ideal candidate will have extensive knowledge of the enterprise market and a proven track record in technology sales. You will be responsible for developing and executing business strategies that drive growth within your assigned portfolio of strategic accounts. The position requires a high level of ownership over revenue generation and the successful cultivation of long-term client relationships. You will act as a key strategic partner, ensuring that Yubico's solutions align with the complex security needs of enterprise clients. This role is critical in building advocacy and thought leadership for the Yubico brand within the identity and access management space. Your contributions will directly influence the adoption and expansion of our security platform across high-value enterprise organizations.

Key facts

What you'll do

• Architect and deploy a comprehensive business strategy designed to maximize revenue potential within assigned strategic accounts.
• Assume full ownership of revenue targets, concentrating on both the acquisition of new enterprise customers and the expansion of existing relationships.
• Forge and nurture strategic partnerships while providing expert thought leadership to clients and actively representing Yubico at industry events.
• Cultivate strong advocacy for Yubico solutions within customer organizations to drive adoption and influence security decision-making.
• Liaise with internal departments to guarantee an exceptional customer experience and to co-develop tailored solutions that address specific enterprise challenges.
• Conduct technical dialogues with engineering and security professionals, delivering compelling presentations to CTOs, CIOs, and CISOs.
• Leverage advanced proficiency in sales strategy development to navigate complex sales cycles and close high-stakes deals effectively.
• Utilize strong interpersonal communication to build trust and maintain influential relationships with key stakeholders across the organization.
• Collaborate seamlessly with cross-functional teams to align sales objectives with product capabilities and support resources.
• Employ CRM tools and sales analytics to forecast performance, track progress, and optimize pipeline management for sustained growth.

Requirements

• Possess a minimum of 10 years of experience in a similar sales role within the enterprise technology sector.
• Demonstrate a strong background in selling technology solutions to enterprise clients across diverse industries.
• Show a proven ability to manage complex sales cycles that involve multiple stakeholders and decision-makers.
• Have familiarity with the Cyber Security and Identity & Access Management (IAM) sectors, with a successful track record in selling authentication or security solutions at the enterprise level.
• Exhibit demonstrated success in direct sales, including experience through partnerships with system integrators and channel partners.
• Capability to engage in in-depth technical discussions, presenting effectively to senior executives such as CTOs, CIOs, and CISOs.
• Must reside in the San Francisco Bay Area to ensure alignment with regional market dynamics and customer expectations.
• This position is primarily field-based and involves individual contribution with a focus on high-level strategic selling.

Nice to have

• Preferred candidates will have prior experience working with identity and access management platforms.
• Background in selling to highly regulated industries such as financial services or healthcare is advantageous.
• Familiarity with Yubico products and the FIDO Alliance standards is considered a benefit for this role.
• Experience in building business cases and ROI models for security investments is a valuable asset.
• Understanding of compliance frameworks related to identity verification and data protection is preferred.

Practical notes

This role offers a competitive salary range of $155,000 to $175,000, with additional variable compensation bringing the total on-target earnings to between $310,000 and $350,000 annually. Yubico provides a comprehensive benefits package, including health coverage, retirement plans, wellness reimbursements, and generous time-off policies. We are an equal opportunity employer and welcome applicants from diverse backgrounds. This position requires residency in the San Francisco Bay Area and is not open to remote candidates located outside this region. We do not accept unsolicited agency resumes.