Account Executive, SLED (Remote)

April 16

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runZero

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runZero (formerly Rumble Network Discovery) provides a comprehensive asset inventory & network visibility platform.

network discovery • asset inventory • scanning • cyber asset management

51 - 200

Description

• Demonstrate a deep understanding of runZero and articulate its value to both Security and IT/OT teams • Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers • Drive a targeted customer acquisition plan across your territory • Identify opportunities and drive deals through full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review and procurement, to progress deal to closure • Navigate and close complex opportunities in a ‘land and expand’ model, utilizing our value-selling framework and MEDDPICC 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 Sales 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 • Leverage your extensive network of CISOs, and cybersecurity ICPs to find and generate new business opportunities

Requirements

• 10+ years of selling enterprise security software to SLED accounts with a strong track record of exceeding sales targets • Successful track record of growing footprint and revenue within customer base through a land & expand model through a customer-first mentality and selling value • Skill in negotiation with State/Local Governments, K-12 and Higher Education to close complex sales • Developing mutually beneficial partnerships within a partner ecosystem • Building strong relationships with highly technical customers • Discovery and Qualification are a strength • Ability to partner cross-functionally to ensure a collaborative customer engagement approach • Excellent communication skills and comfortable creating and delivering effective presentations • The ability to work independently yet the humility to take coaching • 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 throughout the sales process • Proficient with a standard SaaS seller’s tech stack (SFDC, SalesNav, Gmail etc.)

Benefits

• Top of the line medical, dental, vision, life and disability coverages with runZero paying for 99% of the premium • A stock option plan consistent with early stage, rapidly-growing startups • A competitive salary composed of cash and equity compensation • Unlimited PTO (We encourage everyone to take at least 25 days a year) • 4% 401(k) matching program