Account Executive (Mid-Atlantic)

Glow

About The Position

Glow is seeking a hunter-oriented Account Executive who thrives in a high-growth environment and has a proven track record of selling complex cybersecurity solutions. The role owns the full sales cycle, from prospecting and pipeline generation through negotiation and close, and works closely with Sales Engineering, Marketing, Customer Success, and Leadership to deliver customer outcomes. The position is for the Mid-Atlantic territory.

Requirements

5–10+ years of successful enterprise software or cybersecurity sales experience.
Proven history of exceeding quota in enterprise or strategic-account environments.
Experience selling to security, IT, compliance, risk, or executive-level stakeholders.
Demonstrated ability to navigate and close complex, multi-stakeholder sales cycles.
Strong executive presence and communication skills.
Experience building pipeline and creating opportunities in a growth-stage environment.
Familiarity with cybersecurity platforms, cloud security, data security, identity security, threat detection, or related markets.
Strong business acumen and ability to connect technical solutions to business outcomes.
Experience collaborating with Sales Engineering and cross-functional teams.
Proficiency with Salesforce, forecasting methodologies, and structured sales processes such as MEDDICC, MEDDPICC, or Command of the Message.

Nice To Haves

Existing relationships within enterprise security organizations.
Experience working for a high-growth cybersecurity startup.
Knowledge of cloud infrastructure, security operations, and governance, risk, and compliance frameworks.
Experience selling six-figure and seven-figure enterprise transactions.

Responsibilities

Own and exceed quarterly and annual revenue targets.
Build, manage, and execute a strategic territory plan.
Generate new business opportunities through outbound prospecting, networking, referrals, and partner relationships.
Lead complex enterprise sales cycles from discovery through close.
Develop trusted-advisor relationships with executive stakeholders, including CISOs, CIOs, CTOs, and security leadership teams.
Conduct consultative discovery to understand customer business objectives, security challenges, and risk priorities.
Partner with Sales Engineers to deliver demonstrations, proof-of-value engagements, and business cases.
Maintain accurate pipeline management, forecasting, and opportunity tracking within CRM systems.
Collaborate with Marketing on events, webinars, and demand-generation activities.
Work with Customer Success to support customer adoption and expansion opportunities.
Leverage channel, alliance, and technology partners to increase market reach and accelerate sales cycles.
Represent Glow Cyber at industry conferences, customer meetings, and cybersecurity events.