Enterprise Sales

Enterprise Sales:

• Own the full sales cycle from first conversation to signed contract on enterprise deals across the CISO org, AppSec, GRC, and privacy functions
• Navigate complex buying committees with multiple technical and business stakeholders, including product security and third party risk teams
• Run organized, disciplined account-based selling with structured account plans, executive engagement strategies, and clear next steps at every stage, following common methodologies like MEDDPICC

Account Strategy and Expansion:

• Develop account plans for our existing customer base that identify expansion surface area and map the right stakeholders to the right opportunities
• Partner with the implementation and customer success teams to turn adoption into revenue
• Track account health signals and act on them before they become risks

Channel and Partner Development:

• Build and manage relationships across the partner ecosystem: VARs, MSSPs, GSIs, and technology alliances
• Identify partners that can open doors into accounts we can't reach directly and structure the right engagement model for each
• Develop early partner relationships into repeatable co-sell motion as we scale

GTM Collaboration:

• Work closely with marketing on account targeting, messaging, and campaign feedback so that outbound and inbound efforts compound rather than conflict
• Partner with product on the feedback loop between field conversations and roadmap decisions
• Stay deeply engaged in the market: tracking how the competitive landscape is shifting, how buyers are talking about the problem, and what signals are showing up in deals, and bring that intelligence back to product, marketing, and leadership in a form that actually influences decisions on pricing, positioning, and roadmap