Enterprise Account Executive, Southeast/TOLA

What we do At runZero, we're a team of dreamers and creative thinkers who aren't afraid to shake up the status quo. Fixing what’s broken with legacy vulnerability management and overcoming persistent, decades-old problems requires a new approach. Our platform provides a single source of truth for exposure management across the total attack surface. Without requiring agents, authentication, or appliances, runZero delivers  the most complete and accurate visibility into every asset and exposure across  internal, external, IT, OT, IoT, mobile, and cloud environments — including uncovering  unknown and unmanageable devices and broad classes of exposures that evade traditional tools.  Founded by HD Moore (creator of Metasploit), runZero is trusted by more than 500 companies and 30,000 users worldwide to find and mitigate risks faster, meet compliance requirements, and improve overall security. See for yourself with a https://www.runzero.com/try/! Role runZero is looking for an exceptional Enterprise Account Executive to join our team and support the TOLA region! You will report to the COO and will help drive very impactful early-stage revenue and growth.  You will be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans while working in a high-growth/change-friendly environment. This is a unique opportunity for a closer with a self-starter mentality to win business and help our customers by adding a powerful new capability to their IT and Security teams’ tool belts.  Responsibilities Demonstrate a deep understanding of runZero and articulate its value to both IT Security and IT/OT Network teams Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers Identify and drive targeted prospecting plan for accounts in key verticals Identify opportunities and drive deals through the full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review, and procurement, to progress the deal to closure Navigate and close high ASP, complex opportunities utilizing our value-selling framework and MEDDPPICC 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 Solutions 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 Requirements 5+ years of selling cybersecurity software to Enterprise accounts with a strong track record of exceeding quarterly and annual sales targets Successful track record of growing footprint and revenue within customer base through a land & expand model, through a customer-first mentality, and consultative approach Experience building strategic relationships and transacting with the channel Possess the technical competency to understand runZero’s software and build strong relationships with highly technical customers Ability to partner cross-functionally to ensure a collaborative customer engagement approach Excellent communication skills and comfortable creating effective presentations Growth mindset - you are open to and thrive on coaching and mentoring  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/MEDDPPICC throughout sales process Proficient with a standard SaaS seller’s tech stack (SFDC, SalesNav, Gmail etc.) Salary Range: runZero values transparency in the hiring process. According to our market data, we’re expecting this role to come in around $300k OTE plus stock options. We know that the talent market is always in flux, so please let us know if you believe we have advertised this role at the wrong salary band. Interview process  We value your time and see the interview process as a critical two-way street, allowing us to assess your skills, strengths, and cultural fit while simultaneously providing you with a clear understanding of our company, our ways of working, and the expectations specific to the role you’re seeking. To this end, our interview process incorporates a combination of: Initial one-on-one interviews with a recruiter and manager   Panel interviews with the team Candidate challenge - a role-specific challenge designed for you to showcase your strengths and allow us to assess your skills in a hands-on exercise  A final interview, conducted either remotely or in-person if we haven't yet met face-to-face in previous rounds How we take care of you  🏡 Fully remote: runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides. 🥕 Benefits: We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents.  🔐 401(k): We match 4% of 401(k) contributions  🏝️ Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year 🍼 Paid parental leave: We offer 12 weeks of paid parental leave 🎉 Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration. And more! For more information on what it's like to work at runZero, please visit ourhttps://www.runzero.com/categories/employee-spotlight/ Applications runZero positions are currently restricted to the United States and the United Kingdom. All other International applications will not be considered. runZero is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, marital status, ancestry, nationality or any other basis covered by applicable law.  We encourage under-represented applicants to apply, even if you don’t think you fit 100% of the criteria (nobody ever does)! Offices: (Remote (USA));