Account Executive – West

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We’re helping a Boston-based cybersecurity company build out their sales force. The 150+ person company is focused on internal threat monitoring and protection- a growing and exciting space. They call themselves “a startup with a head start”- they have 1,800+ customers and growing at more than 50%+ y-o-y. They’re also ranked #2 in best places to work in Boston by the Boston Business Journal.

Specifically, the company is hiring an Account Executive (AE) to build out the West coast territory. This AE should be a seasoned ‘builder’ who will essentially be GMs of their territory.

YOUR MISSION:

  • Run the entire sales process from prospecting to close
  • Meet and exceed quarterly sales targets
  • Participate in the onboarding process
  • Research potential prospects from a myriad of online tools
  • Maintain all notes in SFDC
  • Work closely and effectively with Sales Engineers to demonstrate cybersecurity solutions
  • Grow and upsell an install base of accounts
  • Mentor Sales Development Representatives
  • Travel to assigned territory at least once per quarter to support partners and customers 

WHAT WE’RE LOOKING FOR:

  • 2-3 years software sales experience with 1 year of quota-carrying experience
  • Outbound cold calling and net new prospecting experience
  • Proven track record of exceeding revenue targets
  • Great communication and follow up skills leveraging warm leads via marketing campaigns
  • Experience working with LinkedIn, Rainking and other sales tools
  • Ability to work in a fast paced and collaborative office and team environment
  • Must be passionate about sales and the Cybersecurity space

WHAT’S IN IT FOR YOU:

In addition to a competitive salary, which includes commission with accelerators, the company also offers:

  • Benefits include medical and dental
  • Stock options with annual refresh
  • PTO
  • 401K
  • A well-stocked pantry
  • Monthly brews and beers
  • Free lunch Fridays
  • Commuter and fitness reimbursements

Account Executive – Northeast

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One of our clients is looking for a key new addition to their sales organization- experienced Account Executives (AE) for the Northeast region. This growing cybersecurity company has 60+ employees and is focused on the full life cycle of digital risk protection- a growing market with an estimated market of $10B+.

This AE will assume full responsibility for owing and building out their respective territories. He/she will be a seasoned ‘builder’ who will essentially be the GM of their business.

YOUR MISSION:

As the AE, you are responsible for direct selling activity across industry verticals and specified accounts in your region.  You’ll work directly with the Chief Revenue Officer (CRO) to develop the territory by coordinating target accounts, contacts and events to maximize business results. Additional responsibilities include:

  • Construct and achieve a daily, weekly and monthly activity plan that will drive the pipeline required to meet and exceed sales goals for ARR
  • Track and update activity account and contact information in Salesforce.com
  • Win access to the CISO, director information security, along with influencing key stakeholders
  • Make rapid adjustments in response to market conditions across selling activities for prospecting, developing and closing

WHAT WE’RE LOOKING FOR:

  • Previous sales experience and proven results, particularly in selling to the Chief Information Security Officer or a direct report
  • A history of qualifying opportunities and running high-level initial discovery meetings designed to introduce the value proposition.
  • Experience identifying customer onboarding paths, and qualifying potential business fit and likelihood of closing
  • Hands-on experience in cybersecurity, information governance and/or social media
  • An aptitude for and proven record of delivery day 1, first month and first quarter results
  • A 4-year undergraduate degree

WHAT’S IN IT FOR YOU:

In addition to a competitive salary, which includes ACV based commission with accelerators, the company also offers:

  • Benefits include medical and dental
  • Stock options
  • Unlimited PTO!
  • Company paid short term and long-term disability
  • Company paid life insurance
  • 401K and 529 programs

Director Alliances

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CyberSentry Search is helping a rapidly growing application security company build out their sales force. The Mountain View-based company delivers simple and intuitive application security solutions for hybrid cloud environments.

Specifically, the company is hiring a Director of Alliances to accelerate growth and add value to the company’s existing products and services through strategic partnerships. The Director should be goal-driven and skilled in negotiating agreements.

 YOUR MISSION:

  • Assume full responsibility for the channel contribution to the annual operating plan for new business through prospecting, acquiring, and developing strategic partnerships
  • Define and develop requirements for both technology and channel partner programs
  • establish, implement and successfully execute the partnership strategy with internal and external channels
  • Maintain and grow relationships with current partners by ensuring terms and deliverables are met with existing and new commercial agreements.
  • Identify and recruit new alliance partners in key markets to support strategic corporate initiatives
  • Maintain alliances pipeline and forecast. Serve as point of contact between partners and the management team
  • Effectively communicate solutions and the possible joint value proposition
  • Develop joint business and go-to-market plans; Develop internal programs to support partners; Forecast pipeline and revenue potential; Coordinate related leads and follow through with sales team
  • Assist in the negotiation of the contracts and the deal mechanics
  • Coordinate and conduct sales training for partner onboarding
  • Assist Partners in broadening their product expertise and sales opportunities

WHAT WE’RE LOOKING FOR:

  • A proven track record in business development and alliances
  • Superior communication and presentation skills
  • Experience with partner contract negotiations
  • The ability to travel
  • Strong organization and analytical skills to manage multiple competing priorities and projects with attention to detail
  • Demonstrated ability to learn and to apply technical information quickly
  • Ability to work in a fast paced and collaborative office and team environment
  • Someone passionate about sales and the Cybersecurity space

WHAT’S IN IT FOR YOU:

  • Competitive salary, pre-IPO stock options, and flexible PTO
  • Great culture and team spirit
  • 401K, full benefits (health/dental/vision), plus medical and dependent FSA
  • Pre-tax public transportation benefit
  • Weekly catered lunches & dinners
  • Fully stocked break room with unlimited drinks and snacks
  • Onsite games and table sports for when you need a mini-break
  • Team outings and celebrations
  • An entrepreneurial, creative, and collaborative environment