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Company

runZero · 3 hours ago

Enterprise Account Executive, TOLA (Remote)

United States

Full-time

Remote

Mid, Senior Level

$300K/yr - $300K/yr

5+ years exp

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Asset ManagementCyber Security

Comp. & Benefits

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Responsibilities

Demonstrate a deep understanding of runZero and articulate its value to both IT Security and IT/OT Network teams

Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers

Identify and drive targeted prospecting plan for accounts in key verticals

Identify opportunities and drive deals through full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review and procurement, to progress deal to closure

Navigate and close high ASP, complex opportunities utilizing our value-selling framework and MEDDPPICC forecasting methodology

Develop and close business to consistently meet or exceed quarterly sales quotas

Maintain accurate pipeline management in SFDC with highly proficient forecasting

Build effective cross-team relationships with Solutions Engineering, Customer Success, Marketing, Engineering, and our Executive team to successfully team sell and ensure strategic alignment

Develop and grow relationships with strategic VARs in region

Be an excellent team player and mentor to your teammates inside and outside the department

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Cybersecurity Software SalesValue-Selling FrameworkMEDDPICC MethodologyStrategic Relationship BuildingSalesforce (SFDC)Sales NavigatorGmailCross-Functional Collaboration

Required

5+ years of selling cybersecurity software to Enterprise accounts with a strong track record of exceeding quarterly and annual sales targets in the TOLA region

Successful track record of growing footprint and revenue within customer base through a land & expand model through a customer-first mentality and consultative approach

Experience building strategic relationships and transacting with the channel

Possess the technical competency to understand runZero’s software and build strong relationships with highly technical customers

Ability to partner cross-functionally to ensure a collaborative customer engagement approach

Excellent communication skills and comfortable creating effective presentations

Growth mindset - you are open to and thrive on coaching and mentoring

Grit - experience working and winning in an early stage start-up environment without all of the resources and headcount available at much larger organizations

Hunter mentality - understanding and experience successfully executing on an outbounding strategy without reliance on a BDR

Experience utilizing a value-selling framework and MEDDPICC/MEDDPPICC throughout sales process

Proficient with a standard SaaS seller’s tech stack (SFDC, SalesNav, Gmail etc.)

Must be located in U.S. Texas region

Benefits

Top of the line medical, dental, vision, life and disability coverages with runZero paying for 99% of the premium

A stock option plan consistent with early stage, rapidly-growing startups

A competitive salary composed of cash and equity compensation

Unlimited PTO (We encourage everyone to take at least 25 days a year)

4% 401(k) matching program

Company

runZero

runZero delivers the most complete security visibility possible, providing you the ultimate foundation for successfully managing exposures and compliance.

Founded in 2018

Austin, Texas, USA

51-200 employees