Strategic Account Executive

🕒 Setembro 28

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $150.000 - $200.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

🧑‍💼 Executivo de Contas

👻 Score fantasma 4%

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Harmonic Security

SiteLinkedInTodas as Vagas

51 - 200 funcionários

Fundada em 2023

🔒 Cibersegurança

🤖 Inteligência Artificial

🏢 Corporativo

💰 $17.500.000 Series A - Harmonic Security em 2024-10

Cybersecurity • Artificial Intelligence • Enterprise

A Harmonic Security é uma empresa que fornece soluções de segurança e governança focadas em IA para organizações. Seus produtos (Harmonic Explore, Guide e Command) oferecem visibilidade em tempo real, controle e governança unificada em navegadores, desktops e agentes de IA — abrangendo segurança de IA em navegadores, segurança de IA em endpoints, DLP para IA generativa, inteligência sobre uso de Shadow AI e conformidade para uso de IA. A Harmonic tem como alvo clientes empresariais que buscam monitorar e proteger interações humanas e de agentes com ferramentas de IA e implementar políticas de governança e conformidade.

Descrição

• Own the full sales cycle for strategic enterprise accounts, from account planning and prospecting through discovery, technical validation, negotiation, close, and expansion • Build and execute account strategies covering business priorities, security initiatives, stakeholders, decision criteria, competitive dynamics, and executive sponsorship • Develop trusted relationships with CISOs, CIOs, CTOs, security executives, and technical and business decision-makers • Lead discovery to uncover business pain, quantify risk and impact, and connect Harmonic’s platform to enterprise AI governance, data protection, and security priorities • Navigate complex buying processes involving Security, IT, Legal, Privacy, Procurement, Risk, and executive leadership • Partner with Solutions Architecture on technical evaluations, demonstrations, and proof-of-value engagements • Create net-new pipeline through outbound activity, executive networking, industry relationships, partners, events, and Marketing collaboration • Build value cases and executive narratives that differentiate Harmonic and create urgency • Negotiate agreements and close six-figure, multi-stakeholder enterprise deals • Maintain accurate pipeline management, deal strategy, next steps, and forecasts • Bring customer and market insights to Product, Marketing, and leadership • Contribute to the sales playbook by documenting successful practices and sharing lessons • Help enterprises govern AI and protect sensitive data through Harmonic Security’s AI Governance and Control platform

🎯 Requisitos

• Significant experience in quota-carrying enterprise SaaS sales • Strong track record selling cybersecurity solutions to large, complex organizations • Average deal size of at least $100K • Experience selling to CISOs, CIOs, CTOs, and senior security leadership • Consistent record of meeting or exceeding ambitious new-business quotas • Experience owning complex, multithreaded sales cycles through technical validation, procurement, negotiation, and close • Strong executive presence and clear, credible communication with senior technical and business audiences • Excellent discovery skills, including uncovering business pain, quantifying impact, and connecting technical solutions to executive priorities • Experience building strategic account plans and pipelines within named or greenfield accounts • Comfort operating in an early-stage or high-growth environment • Strong judgment, forecasting discipline, and attention to detail • Genuine curiosity about AI and willingness to use AI tools for research, account planning, preparation, and execution • Experience selling data security, DLP, cloud security, AI security, security operations, or adjacent enterprise security platforms is nice to have • Existing enterprise cybersecurity relationships are nice to have • Experience with channel partners, alliances, and executive networks is nice to have • Experience selling an emerging category is nice to have • Experience at early-stage and scaled enterprise security organizations is nice to have • Familiarity with MEDDPICC is nice to have • Authorization to work in the United States without employer visa sponsorship

🏖️ Benefícios

• Competitive pay and meaningful equity • 401K • Pension plan • Generous PTO • Flexible hybrid work • Annual global off-sites • Thoughtful leadership focused on employee growth • Small, high-trust team with transparency, creativity, and continuous learning • Real ownership in shaping the product, culture, and company direction