Role Overview:
As an Account Executive at Living Security, you will play a pivotal role in driving revenue growth by acquiring new customers and nurturing existing relationships. You will collaborate closely with customers to understand their cybersecurity needs and offer tailored solutions that align with our Human Risk Management platform.
Key Responsibilities:
- Customer Acquisition: Identify and engage prospective customers through research, networking, and targeted outreach to expand our customer base.
- Driving Meetings: Proactively drive your own customer meetings in addition to leveraging leads from marketing efforts to maintain a healthy 4-5x sales pipeline. AE’s at Living Security have a goal of five (5) self-sourced meetings per month.
- Relationship Management: Partner with post sales team to ensure successful hand off and management through the customer lifecycle of renewals and long term upsell.
- Solution Consultation: Understand customer’s cybersecurity challenges and present appropriate solutions from Living Security's offerings. You will be working with roles in the C-suite (CISO / CIO), Information Security, GRC, Identity, and Training & Awareness functions.
- Sales Process Management: Lead the entire sales cycle, from contact, to initial PoC (proof of concept), through contract negotiation and closing deals.
- Collaboration: Work with internal teams, including marketing, product development, and customer success, to ensure customer requirements are met.
- Market Analysis: Stay informed about industry trends, competitive landscape, and emerging cybersecurity threats to effectively position our solutions.
- Reporting: Maintain accurate records (via HubSpot) of sales activities and provide regular updates on pipeline status and forecasts.
Qualifications:
- Experience: Minimum of 3 years in an Enterprise sales role, preferably within the cybersecurity or technology sectors.
- Sales Cycle Expertise: Proven history of managing a sales cycle that includes a hands-on proof-of-concept (POC) process for customers, ensuring successful adoption and alignment with customer needs.
- Communication Skills: Excellent verbal and written communication abilities, with a talent for building rapport and trust with customers.
- Problem-Solving: Strong analytical skills to assess customer needs and propose effective solutions.
- Self-Motivation: Ability to work independently in a remote environment, demonstrating initiative and drive.
- Team Collaboration: Proven experience working collaboratively within a team to achieve shared goals.
- Education: Bachelor's degree in Business, Marketing, Information Technology, or a related field is preferred.