Account Executive, Enterprise (Southern California)

Rapid7

About The Position

Rapid7 is seeking a highly motivated Enterprise Account Executive in the Greater Los Angeles area. We are currently evaluating candidates who live in Southern California. In this quota-carrying sales role, you will partner cross-functionally with external and internal teams to drive net-new and renewal business opportunities with Enterprise accounts in Southern California. About the Team The Enterprise team is focused on driving both new revenue and retaining current customers. Our Enterprise team is responsible for prospects and customers that are 1,500+ employees. We provide AEs with access to tools such as LinkedIn Sales Navigator, Gong and 6Sense. About the Role This role covers 110 accounts predominantly in SoCal, with some additional accounts across the West Coast. In this role, you will: Creatively and relentlessly source new Enterprise prospects and thoughtfully position Rapid7's offerings to suit their custom environment. Meet and exceed your annual quota by identifying, qualifying and closing new business opportunities within your assigned territory. Support the Renewals team to complete on time renewal contracts with current customers. Deploy your cybersecurity technical expertise to stay current on Rapid7 and competitor offerings and be able to identify their strengths and vulnerabilities. Lead in-depth discovery conversations to uncover business challenges and connect our product offerings directly to those needs. Turn client feedback into actionable strategies to drive new business and influence client choices and advocate for client needs to negotiate win-win solutions. Skillfully navigate complex deal cycles by anticipating challenges and developing mitigation strategies to minimize risk. Partner with Sales Engineering (pre-sales) to develop a winning sales strategy that showcases Rapid7 product functionality and strength. Work collaboratively and effectively with various functional teams including Customer Success, Sales Operations, Channel and Customer Success to ensure seamless implementation and effective ongoing account growth. Accurately enter, update, and maintain daily activity, forecast and opportunity information in Salesforce.

Requirements

5+ years of full cycle sales experience at a software or technology company, cybersecurity industry experience highly preferred
Possess a highly accountable and motivated mindset, with a track record of exceeding revenue goals (quota).
Proven track record of driving net new revenue through prospecting new business and sustainably growing existing business.
Previous success leveraging the partner ecosystem throughout the deal cycle to generate pipeline, accelerate opportunities, and achieve revenue targets.
A proactive and autonomous approach to managing your territory, while remaining highly responsive and engaged with colleagues and clients.
Ability to learn, absorb and adapt quickly to ever-changing business priorities, including product releases and enhancements.
Critical thinking in a variety of unique deal cycles, demonstrating drive, initiative, energy and sense of urgency in acquiring and serving clients.
A commanding executive presence through polished, professional communication and persuasive virtual and in-person prospecting.
Ability to collaborate with a wide range of internal teams and sales leadership to advance the sales cycle.
Ability to travel 25% to client meetings as needed.

Responsibilities

Creatively and relentlessly source new Enterprise prospects and thoughtfully position Rapid7's offerings to suit their custom environment.
Meet and exceed your annual quota by identifying, qualifying and closing new business opportunities within your assigned territory.
Support the Renewals team to complete on time renewal contracts with current customers.
Deploy your cybersecurity technical expertise to stay current on Rapid7 and competitor offerings and be able to identify their strengths and vulnerabilities.
Lead in-depth discovery conversations to uncover business challenges and connect our product offerings directly to those needs.
Turn client feedback into actionable strategies to drive new business and influence client choices and advocate for client needs to negotiate win-win solutions.
Skillfully navigate complex deal cycles by anticipating challenges and developing mitigation strategies to minimize risk.
Partner with Sales Engineering (pre-sales) to develop a winning sales strategy that showcases Rapid7 product functionality and strength.
Work collaboratively and effectively with various functional teams including Customer Success, Sales Operations, Channel and Customer Success to ensure seamless implementation and effective ongoing account growth.
Accurately enter, update, and maintain daily activity, forecast and opportunity information in Salesforce.