Strategic Account Executive

🕒 September 28

🇺🇸 United States – Remote

💵 $150k - $200k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

🧑‍💼 Account Executive

👻 Ghost score 10%

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Harmonic Security

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2023

🔒 Cybersecurity

🤖 Artificial Intelligence

🏢 Enterprise

💰 $17.5M Series A - Harmonic Security on 2024-10

Cybersecurity • Artificial Intelligence • Enterprise

Harmonic Security is a company that provides AI-focused security and governance solutions for organizations. Their products (Harmonic Explore, Guide, and Command) deliver real-time visibility, control, and unified governance across browsers, desktops, and AI agents — covering browser AI security, endpoint AI security, DLP for generative AI, Shadow AI usage intelligence, and compliance for AI usage. Harmonic targets enterprise customers seeking to monitor and secure human and agent interactions with AI tools and to enforce governance and compliance policies.

📋 Description

• 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

🎯 Requirements

• 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

🏖️ Benefits

• 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

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