Account Executive, Mid-Market

Accountabilities:

In this role, you will take ownership of the mid-market sales process, from prospecting and lead qualification to deal closure and partner relationship development. Your responsibilities will include:

• Pipeline generation: Build, maintain, and continuously improve a healthy sales pipeline to achieve quarterly and annual revenue targets.

• Inbound lead management: Respond to inbound leads promptly and systematically, qualifying prospects and converting them into viable sales opportunities.

• Outbound prospecting: Identify and engage potential customers across multiple industries through proactive outreach, sales calls, and targeted prospecting activities.

• Full-cycle sales execution: Manage the entire sales process, including discovery, qualification, presentations, negotiations, and closing.

• Value-based selling: Communicate the value proposition of AI-driven email security solutions, clearly differentiating the offering from competing products and providers.

• Salesforce management: Maintain accurate and up-to-date opportunity records, activities, and pipeline information in Salesforce (SFDC), using it as the primary source of sales data.

• Channel partner development: Build and nurture relationships with regional channel partners to strengthen market reach, generate opportunities, and establish long-term partnerships.

• Cross-functional collaboration: Work with internal teams and available resources to prepare compelling proposals, deliver effective customer engagements, and ensure high-quality execution.

• Market feedback: Share customer insights, competitive intelligence, and market recommendations with Product and Engineering teams to support continuous improvement.

• Performance achievement: Consistently pursue and exceed sales targets while maintaining accountability, strong execution, and a focus on sustainable revenue growth.

Requirements:

The ideal candidate will bring proven SaaS sales experience, strong prospecting and negotiation capabilities, and a genuine interest in cybersecurity. Success in this role requires commercial discipline, independence, and the ability to build trust with customers and partners. Key qualifications include:

• Professional experience: 3–5 years of experience in SaaS sales and business development. Previous cybersecurity sales experience is a strong advantage.

• Cybersecurity knowledge: Familiarity with threat intelligence, incident response, Security Operations Center (SOC) environments, or user security awareness is preferred.

• Sales performance: A demonstrated record of consistently meeting sales quotas and delivering measurable revenue results.

• Sales methodologies: Experience applying structured sales frameworks such as Challenger, MEDDPICC, or MEDDIC.

• Channel partnerships: Experience developing, cultivating, and managing relationships with channel partners.

• CRM and prospecting tools: Strong proficiency with Salesforce and LinkedIn for pipeline management, prospect research, and sales execution.

• Entrepreneurial experience: Previous experience in a startup, early-stage business, or rapidly scaling company is an advantage.

• Communication and presentation: Excellent verbal and written communication skills, with the ability to present value propositions effectively to stakeholders at all levels of an organization.

• Negotiation and influence: Strong negotiation skills and the ability to shape opportunities, address objections, and move complex deals toward closure.

• Relationship building: Excellent interpersonal skills, with the ability to establish credibility and build lasting relationships through phone calls, video meetings, and in-person interactions.

• Self-management: A proactive, independent working style, with strong time management and the ability to balance competing priorities with minimal supervision.

• Analytical thinking: The ability to assess opportunities, understand customer needs, and use data and insights to guide sales decisions.

• Team collaboration: A collaborative approach and the ability to work effectively in a transparent, cross-functional, and fast-paced environment.

• Personal integrity: A strong work ethic, accountability, trustworthiness, and commitment to ethical business practices.

• Interest in technology: A genuine passion for cybersecurity, technical solutions, and helping organizations strengthen their security posture.

Benefits:

The role offers a performance-oriented environment with opportunities for professional growth and significant earning potential.

• Uncapped earning potential: Commission-based earnings tied to sales performance, with no stated cap on potential earnings.

• Revenue-focused incentives: The opportunity to increase compensation by achieving and exceeding quarterly and annual sales targets.

• High-growth environment: Work in a fast-paced cybersecurity SaaS business focused on innovation and continuous improvement.

• Career development: Opportunities to strengthen expertise in SaaS sales, cybersecurity, business development, and channel partnerships.

• Cross-functional exposure: Collaborate with Sales, Product, Engineering, and other teams to influence customer outcomes and product development.

• Entrepreneurial ownership: Take responsibility for building a pipeline, developing customer relationships, and contributing directly to business growth.