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United States
Remote only
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for an Install Base Account Executive based in the United States.
As an Install Base Account Executive, you will drive revenue growth by developing existing customer relationships and identifying opportunities to expand cybersecurity services and solutions. You will manage a portfolio of clients, understand their evolving security and compliance needs, and recommend tailored managed security offerings that deliver measurable value. Working within a fast-growing cybersecurity services environment, you will take ownership of the full sales cycle, from opportunity identification to negotiation and account development. You will collaborate closely with Customer Success and Service Delivery teams to ensure a seamless customer experience and long-term satisfaction. The role offers the opportunity to engage with senior decision-makers and support organizations operating in highly regulated environments, particularly within the Defense Industrial Base. Your contribution will directly support customer growth, strengthen security postures, and help achieve ambitious commercial objectives.
Develop and execute strategic sales plans to drive revenue growth across an assigned portfolio of existing customers, territories, or industry verticals.
Identify, qualify, pursue, and close new business opportunities while maximizing growth potential within established accounts.
Proactively engage with existing clients to understand their evolving business requirements, cybersecurity challenges, and compliance priorities.
Identify and develop cross-selling and upselling opportunities, recommending relevant services and solutions that increase customer adoption and long-term account value.
Lead consultative sales engagements through discovery sessions, needs assessments, solution presentations, and product demonstrations.
Serve as a trusted advisor, providing expertise on managed cybersecurity services, including CMMC, NIST compliance, vulnerability management, cloud security, and threat mitigation.
Manage the complete sales cycle, from initial prospecting and opportunity development through proposal preparation, contract negotiation, closing, and ongoing account management.
Build and maintain strong relationships with C-level executives and key stakeholders, positioning cybersecurity solutions around business priorities and measurable security outcomes.
Partner with Customer Success and Service Delivery teams to coordinate smooth customer onboarding, service implementation, and ongoing client satisfaction.
Consistently achieve or exceed assigned revenue targets, sales quotas, key performance indicators, and pipeline development objectives.
Maintain accurate and up-to-date CRM records, including customer interactions, sales opportunities, forecasts, pipeline activity, and account plans, using platforms such as Salesforce.
Represent the organization at industry events, conferences, webinars, and client meetings to strengthen relationships and identify new business opportunities.
Bachelor's degree in Business, Information Technology, or a related discipline, or equivalent professional experience.
At least 5 years of enterprise sales experience, preferably within cybersecurity, IT managed services, or SaaS environments.
Proven track record of consistently achieving or exceeding multi-million-dollar sales quotas and delivering measurable revenue growth.
Strong understanding of enterprise IT environments, cybersecurity challenges, risk management, and regulatory compliance requirements.
Demonstrated ability to build and maintain relationships with C-level executives and manage complex enterprise sales cycles involving multiple stakeholders.
Solid knowledge of managed cybersecurity services and technologies, including Security Operations Centers (SOC), Managed Detection and Response (MDR), Endpoint Detection and Response (EDR), vulnerability management, and Security Information and Event Management (SIEM).
Ability to translate complex technical capabilities into clear business value propositions and tailored customer solutions.
Excellent consultative selling, negotiation, communication, presentation, and relationship management skills.
Strong commercial mindset, with the ability to identify customer growth opportunities, develop strategic account plans, and manage sales pipelines effectively.
Proactive, self-motivated, and results-oriented approach, with the ability to work independently and adapt to a fast-paced, evolving environment.
Nice-to-have qualifications:
Previous experience selling cybersecurity solutions to the Defense Industrial Base (DIB), defense sector, or other highly regulated industries such as financial services, healthcare, and government.
Demonstrated success improving customer adoption of cybersecurity products and managed services.
Relevant technical certifications, such as CISSP, CISM, CompTIA Security+, or equivalent credentials.
Familiarity with structured sales methodologies and enterprise account management frameworks.
Experience managing and expanding strategic customer relationships within a managed services or cybersecurity provider.
Competitive annual salary: Budgeted compensation range of $110,000–$135,000 USD.
Remote flexibility: Fully virtual work environment, offering the flexibility to work remotely within the United States.
Career development: Opportunity to grow within a rapidly expanding cybersecurity services organization.
Industry exposure: Work with organizations across the Defense Industrial Base and other regulated sectors, addressing complex cybersecurity and compliance challenges.
Strategic impact: Direct involvement in expanding customer relationships and helping organizations strengthen their security posture and regulatory readiness.
Professional growth: Opportunities to deepen expertise in cybersecurity services, enterprise sales, and compliance frameworks.
Collaborative environment: Work closely with Customer Success, Service Delivery, and other teams to deliver integrated customer solutions.
