Account Executive, Enterprise (Acquisition)

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for an Account Executive, Enterprise (Acquisition) based in the United States.

The Enterprise Account Executive will drive new business growth across a strategic Midwest territory, focusing on acquiring Fortune 1000 and Global 2000 customers. This high-impact sales role offers ownership of a greenfield territory and responsibility for building pipeline, leading complex enterprise deals, and closing significant new annual recurring revenue (ARR). You will engage senior executives and decision-makers, translating cybersecurity challenges into measurable business value and long-term platform partnerships. Working in a high-accountability, seller-led environment, you will collaborate with internal specialists while maintaining ownership of the sales process from prospecting through contract signature. The role offers substantial visibility, uncapped commission potential, and opportunities to contribute to enterprise growth. Candidates must reside within the Midwest territory and be willing to travel frequently for customer and partner engagements.

Accountabilities:

• Own and develop a designated Midwest territory, creating and executing strategic plans focused on new-customer acquisition and long-term enterprise growth.

• Build and maintain pipeline coverage of at least 4x through proactive prospecting, executive outreach, multi-threaded engagement, and field events.

• Lead complex enterprise sales cycles, typically involving opportunities valued at $250K to $1M+ in annual recurring revenue, with sales cycles ranging from 6 to 9 months and longer for global pursuits.

• Apply Command of the Message methodologies to structure customer conversations, communicate business value, and advance opportunities.

• Use MEDDPICC qualification practices throughout the sales cycle, validating business metrics, decision processes, champions, and mutual success plans.

• Develop strong relationships with C-suite executives, including CISOs, CIOs, and CTOs, as well as board-level stakeholders.

• Translate cybersecurity risks and technical requirements into compelling business cases and multi-year platform agreements.

• Coordinate cross-functional resources across Sales Engineering, Product, Legal, Marketing, and Channel teams while retaining end-to-end deal ownership.

• Maintain accurate pipeline records and forecasts through Salesforce, Gong, and Outreach, with a monthly forecast commitment within approximately ±10%.

• Consistently achieve or exceed annual new-logo ARR targets, with a year-one goal of 100% or more of quota and 3 to 4 flagship Fortune 500 wins.

• Document customer references and expansion opportunities within closed accounts.

• Demonstrate strong deal inspection, champion development, and competitive displacement strategies.

Requirements:

• At least 7 years of enterprise cybersecurity SaaS sales experience, with a strong focus on new-customer acquisition.

• Verifiable success closing seven-figure new-logo deals and a track record of repeated President’s Club recognition or Top 10 sales performance.

• Deep familiarity with MEDDPICC, Command of the Message, and mutual success planning.

• Proven ability to build pipeline independently through strategic prospecting and executive-level outreach.

• Experience managing complex, high-value enterprise sales cycles involving multiple stakeholders and extended decision processes.

• Demonstrated success engaging CISO, CIO, CTO, and board-level decision-makers.

• Ability to translate technical cybersecurity risks into clear business outcomes and measurable value propositions.

• Strong territory planning, negotiation, forecasting, and pipeline management skills.

• Experience using Salesforce, Gong, and Outreach or comparable sales technology platforms.

• High levels of motivation, resilience, accountability, and intellectual curiosity, with a willingness to learn and respond to coaching.

• Strong communication, relationship-building, and cross-functional collaboration skills.

• Current residence within the Midwest territory, preferably near a major metropolitan area and airport.

• Willingness and ability to travel frequently throughout the region for customer meetings, executive engagements, partner activities, and industry conferences.

Benefits:

• Competitive base salary, determined by experience, qualifications, geographic location, and business needs; specific range not disclosed.

• Commission-based sales incentives and lucrative on-target earnings (OTE).

• Uncapped commission structure with aggressive performance accelerators.

• Opportunity to earn President’s Club recognition and associated trips.

• High-visibility role within a strategic enterprise growth initiative, with exposure to executive leadership.

• Potential for accelerated career progression.

• Opportunity to sell a mission-critical cybersecurity platform serving organizations worldwide.

• Access to an advanced sales technology stack and Force Management sales enablement.

• Collaborative, performance-oriented culture that values curiosity, resilience, and team success.

• Comprehensive benefits package; specific healthcare, retirement, and paid-leave details are not provided in the posting.

• Remote work arrangement within the Midwest territory, with frequent regional travel required.