Account Executive

Trend Micro•Irving, TX

28d•Hybrid

About The Position

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk. At TrendAI™, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future. AI Fearlessly. Role Summary: The General Markets Account Executive drives enterprise net new logo acquisition meeting specified ICP profiles by identifying opportunities through repeatable signals and playbooks, not volume alone, and by co-selling fluently with alliance, service, and channel partners. This role combines enterprise sales discipline with deep vertical domain expertise: you will build relationships with C-level security, infrastructure, and business stakeholders, navigate complex procurement environments, and qualify pipeline in and out with equal discipline to protect velocity. You will be the primary commercial owner of net new customers in your assigned account list, operating with AI-native tools as a daily part of how you research, prioritize, and execute not only selling security enhanced by AI, but selling with AI. You will employ MEDDPICC methodology to manage your pipeline, forecasts, and deals. Location: This is a hybrid role based out of our Las Colinas, TX office and requires in-office presence three days a week (Tuesday, Wednesday, Thursday).

Requirements

3+ years of enterprise technical software sales experience
Proven fluency co-selling across alliance, service, and channel partners, including navigating multi-partner dynamics on the same deal
Track record closing enterprise deals via partners and with complex procurement
Experience identifying opportunities through buying signals and repeatable playbooks, not volume-based prospecting alone
Proficiency with MEDDPICC sales methodology and the discipline to qualify out low-probability opportunities, not only qualify in
Strong knowledge of security landscape and regulatory requirements
Comfortable with CRM discipline, pipeline management, and forecast accuracy
Demonstrated use of AI tools in day-to-day selling activity including research, prospecting, forecasting, and follow-up to increase velocity and outcomes, and willingness to commit to activity monitoring and coaching
Willingness to travel 30–40%
Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward. The company will not sponsor applicants for U.S. work visa status for this role (including, but not limited to, H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT, or any other employment-based visa).

Nice To Haves

Experience selling AI security, cloud security, or infrastructure security solutions
Experience selling through established partner channels in cybersecurity
Understanding of land-and-expand SaaS business models
Familiarity with signal- or intent-based prospecting platforms (account intelligence, trigger-event monitoring) to support playbook-driven pipeline generation

Responsibilities

Identify, qualify, and close net new customers within the specified account list and ICP.
Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volume
Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers
Co-sell and orchestrate joint account plans across alliance, service, and channel partners simultaneously, providing technical credibility and competitive differentiation
Lead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)
Position TrendAI's business value against ICP-specific business, operational, and regulatory challenges
Collaborate with a Technical Lead on technical scoping and early-stage demonstrations
Manage the full sales cycle from prospecting through close
Maintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed regularly for coaching
Qualify out poor-fit opportunities early and decisively to protect pipeline quality and capacity for winnable deals
Document expansion roadmaps and economic buyer maps before deals close
Achieve quarterly and annual new customer targets while maintaining deal quality standards
Leverage AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to increase sales velocity and outcomes, not only prospecting efficiency
Provide market, competitive, and signal intelligence to inform playbooks and strategy