Enterprise Account Executive – Cybersecurity

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Defy Security

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2017

🔐 Security

🤝 B2B

🏢 Enterprise

Security • B2B • Enterprise

Defy Security is a client-centric cybersecurity services and technology sourcing firm that helps enterprises evaluate, procure, deploy, and manage security solutions. The company combines a large vendor portfolio and its Defy LABS testing/validation platform with services such as managed security, penetration testing, identity and access management, AI security, OT security, data protection, and security program consulting. Defy positions itself as a trusted extension of customers’ security teams, focused on reducing procurement friction, accelerating evaluations and deployments, and optimizing security spend.

📋 Description

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations. • Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals. • Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners. • Drive platform adoption — move customers from point products to integrated cybersecurity architectures. • Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes. • Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation. • Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin. • Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

🎯 Requirements

• Enterprise seller with 8–12 years of quota-carrying experience (6+ for exceptional talent) in cybersecurity, SaaS, or complex technology solutions. • Demonstrated track record of exceeding quota and closing 6–7 figure enterprise deals with Global 2000 or Fortune 500 clients. • Skilled in consultative, value-based selling, framing cybersecurity as a business enabler (ROI, TCO, compliance, and risk reduction). • Strong C-Suite engagement skills and the ability to multi-thread relationships across technical and business stakeholders. • Experience working in or with Value-Added Resellers (VARs) and co-selling with OEM and channel partners. • Thrives in a fast-growth, entrepreneurial environment where initiative and collaboration are valued.

🏖️ Benefits

• Competitive base salary plus uncapped commissions • Comprehensive benefits (medical, dental, vision, 401(k) with match, tuition assistance, unlimited PTO) • Remote work flexibility and entrepreneurial autonomy • A high-performance, inclusive culture that celebrates collaboration and results