*This post was created on behalf of one of Bravado’s clients.
Our client was founded in 2021 by product and engineering leaders from companies such as Google, Okta, and Microsoft to push the boundaries of what is possible in the enterprise authorization space. They help enterprise companies eliminate standing access and consistently protect critical systems and data.
Our client's platform helps companies achieve a Zero Standing Privilege (ZSP) security posture by continuously and contextually evaluating user access and authorizing access only when needed. This reduces the risk of data breaches and security incidents caused by compromised accounts or misuse. Our client is backed by leading investors like Costanoa Ventures, Fika Ventures, Moonshots Capital, and Resolute Ventures and industry giants like Cisco.
Our client sells enterprise identity security software. They need to hire an Account Executive that has at least 5 years of experience in the enterprise identity and has a quota over $1,000,000. Experience at companies like Okta, Ping, Sailpoint, Lacework, Snowflake, Wiz, Crowdstrike, Snyk is a huge plus.
Location: United States of America (Remote)
Required Qualifications:
- Demonstrated success in enterprise-level sales, preferably in the technology or SaaS industry. Experience with complex sales cycles, enterprise account management, and selling to C-level executives is essential.
- A strong understanding of enterprise software solutions, including SaaS (Software-as-a-Service), PaaS (Platform-as-a-Service), and IaaS (Infrastructure-as-a-Service). Familiarity with cloud computing, data analytics, cybersecurity, or other relevant technology domains is advantageous.
- Ability to develop and execute strategic account plans for key enterprise clients, identifying opportunities for upselling, cross-selling, and expanding the client relationship.
- Excellent interpersonal and relationship-building skills with the ability to establish rapport, build trust, and maintain long-term relationships with enterprise clients. Experience working with Fortune 500 companies or large enterprises is preferred.
- Strong consultative selling skills with the ability to uncover client needs, understand business challenges, and position solutions that align with client objectives. Experience with value-based selling and solution selling methodologies is valuable.
- Ability to engage and influence C-level executives and senior decision-makers within enterprise organizations. Strong presentation, communication, and negotiation skills are essential for articulating value propositions and closing high-value deals.
- Proven track record of meeting or exceeding enterprise sales targets, quotas, and performance metrics. Ability to work independently, prioritize tasks, and manage time effectively to drive revenue growth.
- A strategic mindset with the ability to analyze market trends, competitive landscapes, and client needs to develop targeted sales strategies and tactics. Experience in market segmentation, opportunity analysis, and pipeline management is beneficial.
- Ability to collaborate effectively with cross-functional teams, including sales, marketing, product management, and customer success, to align efforts and drive coordinated go-to-market strategies.
- A bachelor's degree in business administration, marketing, sales, or a related field is typically preferred. However, equivalent work experience and relevant certifications may also be considered.
In This Role, You Will:
- Create and implement comprehensive account plans for key enterprise clients, identifying growth opportunities, addressing challenges, and aligning solutions with client objectives.
- Establish and maintain relationships with C-level executives and senior decision-makers within enterprise organizations, becoming a trusted advisor and strategic partner to drive value and achieve mutual success.
- Conduct thorough needs assessments and discovery sessions to understand the unique business challenges, goals, and priorities of enterprise clients, and identify opportunities for value creation through tailored solutions.
- Drive revenue growth through strategic account expansion, upselling, cross-selling, and renewal activities, leveraging a deep understanding of client needs and market trends to maximize sales opportunities.
- Work closely with cross-functional teams, including sales, marketing, product management, and customer success, to develop and execute coordinated go-to-market strategies, ensure alignment with client needs, and drive customer satisfaction.
- Lead negotiations and contract discussions with enterprise clients, effectively articulating value propositions, addressing objections, and overcoming obstacles to successfully close high-value deals that meet or exceed sales targets.
- Stay abreast of industry trends, competitive landscapes, and emerging technologies to identify new business opportunities, anticipate client needs, and adjust sales strategies accordingly to maintain a competitive edge.
- Provide strategic insights and feedback from client interactions to internal teams, including product management and marketing, to inform product development, messaging, and go-to-market strategies.
- Effectively manage and prioritize a complex sales pipeline, utilizing CRM tools and sales analytics to track progress, forecast revenue projections, and ensure timely follow-up on sales opportunities.
- Uphold the highest standards of professionalism, integrity, and ethical conduct in all interactions with clients, colleagues, and partners, representing the company with credibility, trustworthiness, and executive presence.
Our client is excited to offer full-time employees the following, growing list of benefits:
- Health benefits (medical, dental, and vision)
- Paid Time Off
- Paid Sick Leave
- Latest Apple equipment (as of your joining date)
- Customizable home office package, including external monitor, desk, office supplies
- Amazon Kindle and books covered by client.
- Company board game socials
- Professional development programs (Both inside and outside of client)
- Your choice of work environment (i.e. Work from Home, Work from an Office, Hybrid)
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