Account Executive, Cybersecurity, remote in the EST

Planet Green Search • Baltimore, MD

1d • Remote

About The Position

The company is seeking a foundational Go-To-Market (GTM) seat for an Account Executive specializing in Cybersecurity. This role reports to the VP of Sales and interacts with the full executive suite. The Account Executive will own the North America region end-to-end, developing territory and named-account strategies in collaboration with Sales and Marketing. Responsibilities include outbound sales, discovery, Proof of Value (POV), technical wins, and partner co-selling with Value-Added Resellers (VARs), Managed Security Service Providers (MSSPs), and the broader ecosystem. The role also involves commercial closing, contract negotiation, and representing the company at industry and partner events. This position is ideal for individuals who want to create a category in a dynamic market and achieve significant results, rather than those who require a mature demand engine, an extensive SDR team, or a well-established brand to rely on.

The product being sold is in the category of Preemptive Exposure Management / Autonomous Exposure Remediation. Buyers typically include CISOs, CIOs, VPs/Directors of Security Engineering, SecOps, and IT Ops. The core challenge is that most organizations are hesitant to allow AI to touch production environments without substantial proof. The Account Executive's primary responsibility is to guide buyers through a trust-building process, emphasizing consultative selling, evidence-based approaches, and demonstrating clear financial benefits (CFO-grade math). This involves highlighting the status quo costs for organizations, such as hours spent on manual remediation, headcount tied up in ticket management, wasted tool expenditure, and open risks. The role then showcases the transformative impact of the platform in effectively closing the last mile of security exposures.

Requirements

• 5+ years of quota-carrying, full-cycle cybersecurity SaaS sales experience
• Experience selling to CISOs, VPs of Security, and IT executives
• Proven track record of achieving ~$1M+ in annual sales with six-figure Annual Contract Values (ACVs) and multi-month sales cycles
• Ability to run POVs as a commercial motion, not solely relying on Sales Engineers
• Experience selling a category with no existing budget line and creating that budget
• Ability to defend sales arithmetic to a CFO
• Experience as one of the first sellers at a company
• Fluency in discovery and value-based selling
• Proficiency with HubSpot or equivalent CRM
• U.S.-based
• Ability to travel ~25%

Nice To Haves

• Sold into (or alongside) the Microsoft security stack, EDR, or vulnerability management incumbents
• Experience with channel/partner-led motions (VAR, MSSP, deal registration)
• Experience in early-stage cybersecurity in the North America ecosystem
• Domain adjacency in EDR, SIEM/SOAR, VM, exposure management, CTEM, or control assessment
• Experience writing or co-authoring a business case that a customer used internally

Responsibilities

• Own North America end-to-end territory and named-account strategy with Sales + Marketing
• Conduct outbound sales, discovery, POV, and technical wins
• Engage in partner co-sell activities with VARs, MSSPs, and the ecosystem
• Manage commercial closing and contract negotiations
• Represent the company at industry and partner events
• Walk buyers up a trust ladder using consultative, evidence-first, CFO-grade math
• Demonstrate the value proposition by highlighting status quo costs (hours burned, headcount trapped, wasted tool spend, open risk) and the changes brought by autonomous remediation

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed