spectrum searchPittsfield, MA
Enterprise Account Executive, East Coast
Enterprise Account Executive, East Coast
Enterprise Account Executive, East Coast
spectrum searchPittsfield, MA
today
Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and TravelSales Representatives, Wholesale and Manufacturing, Except Technical and Scientific ProductsSales Representatives, Wholesale and Manufacturing, Technical and Scientific Products
Apply for this role (opens in a new tab)We’re partnering with a venture-backed cybersecurity startup that is building an AI-native platform for data loss prevention and insider risk. They’re hiring a hunter-style Enterprise Account Executive on the East Coast to open and close new logos. This is a full-cycle role. You’ll own every deal from first contact through proof of concept to signed contract, selling to CISOs and security leaders at large enterprises. You’ll work with the VP of Sales, directly with the CEO on executive deals, and with a forward-deployed engineer on every POC. It’s an early seat on a small team, so you’ll carry a number and help shape how the company sells as it grows. To do it well, you’ll need to understand each customer’s business, how their data moves, and where AI and insider risk show up for them, then connect the platform to the problems their leadership cares about most.
What you’ll be doing:
- Learning the platform in depth, along with the value it delivers to security teams and the wider business
- Building an East Coast territory plan with clear goals and accurate forecasting
- Owning the sales cycle from generating pipeline to close, opening accounts through executive outreach, regional events and partner introductions
- Running discovery and demos with security leaders and practitioners, and keeping every deal moving towards a decision
- Running POCs with forward-deployed engineers that end in a signed contract
- Advising CISOs and CIOs with a clear point of view on AI risk and data security, and growing those relationships over time
- Building business cases with your champions that stand up in front of their leadership
- Negotiating pricing and contract terms with procurement and legal teams
- Growing the company’s presence with channel and alliance partners in your region, and working with the founders on executive relationships
- Representing the company at conferences, regional events and industry gatherings
- Bringing what you learn in the field back to product, marketing and the rest of the sales team
- What we’re looking for5–10 years of experience as an Enterprise AE in cybersecurity, ideally in DLP, insider risk or a related area
- Full-cycle enterprise sales experience with consistent $100K+ ACV deals
- A track record of leading multi-stakeholder deals up to CISO or CIO level across DLP, insider risk and SecOpsNice to have
- Founding or early sales experience at a venture-backed security startup
Also on the board Same function, level within a rung
Level
Senior
Location
Pittsfield, MA
Occupation
Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel
Industry
Computer Systems Design Services
Posted
today