Note: The job is a remote job and is open to candidates in USA. runZero is a company focused on innovative vulnerability management solutions. They are seeking an exceptional Enterprise Account Executive to support the TOLA region, responsible for driving revenue growth and building strategic relationships with customers in the cybersecurity domain.
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
Skills
- 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.)
Benefits
- 🏡 **Fully remote**: runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides.
- 🥕 **Benefits****:** We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you *and your dependents.*
- 🔐 **401(k)**: We match 4% of 401(k) contributions
- 🏝️ **Time off:** We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year
- **🍼 Paid parental leave:** We offer 12 weeks of paid parental leave
- 🎉 Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration.
Company Overview