Cybersecurity Account Executive

Resilient Software Security • Remote (United States, US) • 3m ago

Who We Are

At Resilient, our primary objective is to provide peace of mind to software leaders, by leveraging our deep cybersecurity expertise to help technology leaders protect their customers, data, and IP. We uniquely combine AI and automation to reduce the time and cost of securing software by 50%.

The Role (You Make Deals Happen):

As an Account Executive at Resilient, you will have the opportunity combine your passion for selling and your love for engaging people, with your creative and administrative skills. Beyond executing sales scripts, you will get to work with our co-founders to define, craft, and execute our sales initiatives. Your primary sales objective will be to proactively source, nurture, and close sales leads.

In this role, you will be working with high-tech companies, particularly with SaaS, AI, HealthTech, and FinTech companies. An affinity for or an interest in technology is a plus.

There is a 1-month probation period to evaluate hire, role, and company fit.

Responsibilities

Perform research to identify sales leads i.e. our ideal customer companies and the ideal purchase decision makers/ sales leads in those companies.
Engage sales leads via LinkedIn, Email, and phone calls.
Book sales meetings with sales leads.
Lead and support sales meetings.
Manage and nurture relationships with prospective customers and close sales deals.
Craft, review, or customize sales proposals and statements of work (SOWs).
Prepare and deliver sales pipeline performance evaluations to the Director of Sales and Marketing.
Recommend and develop improved systems, policies, and procedures for the Account Executive function.

Basic Requirements

Experience in engaging and nurturing leads via emails, phone calls, and LinkedIn social selling.
Ability to create and improve sales scripts.
Ability to source and book discovery appointments, given a set of target lead criteria
Ability to effectively lead or support sales meetings.
Experience in creating or improving technology sales proposals and SOWs
Great communication and interaction skills.
Excellent problem-solving capabilities.
Passionate customer success enthusiast.

Preferred Requirements

Driven to grow, innovate, and lead rather than accept the status quo.
Proven expertise in nurturing leads from first engagement to discovery meetings and deal close.
Proven expertise with lead generation and engagement tools like LinkedIn Sales Navigator and Apollo.io.
Proven ability to proactively qualify out or qualify in leads using methodologies like BANT or MEDDICC.
Proven ability to negotiate prices effectively without hurting the bottomline
Extensive experience in using CRMs to manage the sales pipeline and customer account information.
Proven ability to design and/or leverage customer personas to create personalized sales scripts and email marketing campaigns.
Extensive experience in creating sales proposals.
Proven ability to identify, monitor, and report on key sales metrics
Experience in either SaaS or Cybersecurity industries

COMPENSATION TRANSPARENCY AND PRODUCTS

Pay Structure:

Straight commission sales role, with doubling commission as sales milestones are achieved

Sales Quota:

$600k

Sales Cycle:

$5K and below: 2 Weeks
$10K deals: 1 Month
$25K deals: 2- 3 Months
$100K deals: 3 - 6 Months

Sales Commission:

1st 25% of quota ($150K): 12.5% commission = $18,750
2nd 50% of Quota ($300k): 25% commission = $75k
After $450k (at least $150k left via Quota): 50% commission = $75K based on quota
Total Compensation Target= $168,750 (Please note that you can exceed this target. Top performers aim to exceed quotas to generate more income)

Products Sold: