Account Executive (SoCal)

Accountabilities:

Sales Strategy and Revenue Growth: Develop and execute territory sales strategies to consistently achieve revenue, profitability, and business development targets. Identify new opportunities, generate qualified leads, and expand existing customer relationships.
Business Development and Prospecting: Proactively network, conduct outbound prospecting and cold calling, and engage multiple stakeholders within target organizations, including senior executives and C-level decision-makers. Build a strong pipeline and establish new enterprise accounts across Southern California.
Consultative Account Management: Develop and maintain trusted relationships with customers by understanding their business objectives, cybersecurity challenges, and operational priorities. Recommend tailored technology products and professional services that address their needs.
Solution Positioning and Sales Execution: Position, configure, and prepare quotations for cybersecurity products and services. Work closely with technology vendors to understand their solutions, articulate their value propositions, and identify the best-fit offerings for customers.
Pipeline and Forecast Management: Manage leads, opportunities, and customer interactions through Salesforce and other CRM platforms. Maintain accurate sales forecasts, opportunity pipelines, and performance reports to support effective business planning.
Proposal Development and Negotiation: Contribute to the creation, editing, presentation, and closure of commercial and professional services proposals. Manage expectations, communicate transparently, and maintain strong relationships with clients and vendors throughout the sales lifecycle.
Cross-Functional Collaboration: Leverage internal consultants, technical specialists, and supporting resources to develop effective customer solutions. Represent internal cybersecurity expertise to clients and communicate the organization's capabilities and service offerings.
Marketing and Industry Engagement: Participate in industry organizations and professional communities, including ISSA, ISACA, and OWASP. Support field marketing initiatives, promote events, generate market interest, and strengthen relationships within the prospect community.
Executive Presentations and Client Engagement: Prepare and deliver compelling sales presentations to large audiences and executive-level stakeholders, clearly communicating the business value of proposed solutions.
Professional Standards: Maintain high standards of professionalism, collaboration, accountability, and customer service while consistently demonstrating organizational values and contributing to team success.
Requirements:
At least 5 years of outside sales experience within the IT industry, preferably in information security or cybersecurity.
Established relationships with key enterprise accounts and decision-makers within the Southern California territory.
Proven track record of exceeding sales targets, generating qualified leads, developing new business, and successfully opening new customer accounts.
Demonstrated experience managing complex sales cycles and building long-term customer and vendor relationships.
Previous experience with Salesforce.com or comparable CRM platforms for opportunity management, pipeline tracking, and sales forecasting.
Strong understanding of enterprise technology solutions, ideally within the cybersecurity ecosystem.
Excellent communication, negotiation, networking, and relationship management skills, with the ability to engage effectively with technical stakeholders and C-level executives.
Strong presentation skills and confidence delivering professional sales pitches to large groups and senior decision-makers.
Demonstrated ability to understand customer business challenges and translate them into appropriate technology and service recommendations.
Commercially minded, proactive, and results-oriented, with strong organizational skills and attention to detail.
Comfortable working independently in a remote environment while collaborating effectively with distributed teams.
Willingness to learn and adopt AI-enabled tools to improve productivity, research, sales execution, and customer engagement.
Preferred Qualifications:
Bachelor's degree in Business, Information Technology, Marketing, or a related discipline.
Industry-recognized network security or cybersecurity vendor certifications.
Current experience selling enterprise cybersecurity solutions.
Previous experience selling professional services, security audits, assessments, and consulting engagements.
Established connections within cybersecurity industry associations and professional networks.
Additional Requirements:
Willingness to travel up to 25% for customer meetings, industry events, and business development activities.
Ability to perform primarily sedentary work, including extended periods of computer use and reading.
Ability to maintain the visual attention and hand coordination required for regular computer-based work.
Benefits:
Competitive annual base salary ranging from $50,000 to $100,000, depending on qualifications and experience.
Additional commission-based compensation with strong earning potential tied to sales performance.
Fully remote working arrangement within the United States.
Comprehensive medical insurance options, including:
Zero-deductible PPO plan, with the employer covering 90% of employee premiums and 70% of family premiums.
High-deductible health plan with HSA, with the employer covering 100% of employee premiums and 75% of family premiums.
Employer HSA contributions for eligible employees enrolled in the high-deductible plan:
$850 annually for individual coverage.
$1,750 annually for family coverage.
Dental insurance, with 100% of employee premiums and 75% of family premiums covered by the employer.
12 paid company holidays.
Flexible Time Off (FTO) program.
Mobile phone and home internet allowances.
Retirement savings plan eligibility after two months, subject to the applicable enrollment schedule.
Optional pet benefits.
Opportunities to work alongside experienced cybersecurity professionals and leading technology vendors.
Collaborative and supportive working environment with access to professional mentorship and career development.
Opportunity to grow professionally within an established and rapidly expanding cybersecurity organization.