Enterprise Account Executive, Southeast/TOLA

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 the full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review, and procurement, to progress the 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

Requirements

• 5+ years of selling cybersecurity software to Enterprise accounts with a strong track record of exceeding quarterly and annual sales targets
• 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.)
• Interview process
• Initial one-on-one interviews with a recruiter and manager
• Panel interviews with the team
• Candidate challenge - a role-specific challenge designed for you to showcase your strengths and allow us to assess your skills in a hands-on exercise
• A final interview, conducted either remotely or in-person if we haven'

Benefits

Additional Information

What we do At runZero, we're a team of dreamers and creative thinkers who aren't afraid to shake up the status quo. Fixing what's broken with legacy vulnerability management and overcoming persistent, decades-old problems requires a new approach. Our platform provides a single source of truth for exposure management across the total attack surface. Without requiring agents, authentication, or appliances, runZero delivers the most complete and accurate visibility into every asset and exposure across internal, external, IT, OT, IoT, mobile, and cloud environments - including uncovering unknown and unmanageable devices and broad classes of exposures that evade traditional tools. Founded by HD Moore (creator of Metasploit), runZero is trusted by more than 500 companies and 30,000 users worldwide to find and mitigate risks faster, meet compliance requirements, and improve overall security. See for yourself with a free trial ! Role runZero is looking for an exceptional Enterprise Account Executive to join our team and support the TOLA region! You will report to the COO and will help drive very impactful early-stage revenue and growth. You will be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans while working in a high-growth/change-friendly environment. This is a unique opportunity for a closer with a self-starter mentality to win business and help our customers by adding a powerful new capability to their IT and Security teams' tool belts.

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