Account Manager (ENT/Strategic) (Hybrid) (New York, New York)

KnowBe4•New York, NY

2h•Hybrid

About The Position

KnowBe4 is a global leader in Human Risk Management, serving over 70,000 organizations worldwide for more than 15 years. We are pioneers in security, with AI-powered solutions since 2016 and market leadership since inception. Our HRM+ integrates continuous risk intelligence, advanced technical defenses, and personalized training to foster strong security cultures. We empower organizations to understand, measure, and mitigate human risk across their workforce, defending against threats like deepfakes and emerging AI-powered dangers. We believe that protecting organizations from cyber threats and promoting environmental responsibility are interconnected; true resilience requires safeguarding our people, data, and planet. This role is for candidates located in the New York area.

Requirements

Bachelor's Degree strongly preferred (exceptions may be made for military experience). Degree in any field acceptable, but a plus if Cybersecurity, Computer Science, IT, Business, Marketing.
Proven track record selling to EVP and C-level (CISOs and Security Teams a plus)
5+ years SaaS sales experience (Cybersecurity preferred but not required)
Experience selling deals $500K+ in the Enterprise segment
Experience selling multi-year deals
International: English and local language proficiency required.
Has demonstrated expertise in value-based selling methodologies with enterprise accounts
Executive-level presentation and communication skills
Experience with strategic account planning and management showing measurable account growth
Experience managing and progressing opportunities involving multiple stakeholders
Has a track record of managing and closing complex, multi-year deals with multiple stakeholders
Experience creating and communicating compelling business cases
Experience with consultative selling approach and value selling methodology
Experience handling technical objections
Skilled in running discovery conversations and managing tailored product demonstrations
Technical aptitude with experience using sales tools
Experience with CRM systems (preferably Salesforce)
Experienced with pipeline management & accurate forecasting
Familiarity with standard concepts, practices and procedures within the IT Security Field
Experience with Salesforce and Gmail
Network or Security Plus preferred
Proven track record of grit and resilience in challenging situations, with high performance under pressure
Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit
History of setting and achieving ambitious personal or professional goals
Track record of leadership in team settings
Demonstrated interest in cybersecurity sales
Quick learner with strong listening skills
Strong written and verbal communication skills, with previous presentation experience
Excellent phone presence and professional demeanor
Time management and organizational skills
Ability to handle rejection and maintain persistence
Stats driven business professional
Motivated, energetic self-starter
Strong collaborative and teamwork skills
Must be able to work with minimum supervision
Must have a General understanding of: Human Risk Management & challenges faced by IT / InfoSec Teams / Compliance & Board Members, Basic network and email security concepts, SIEM/SOAR platforms, Zero Trust Architecture, Cloud security architecture, Phishing attack vectors, Identity & Access Management, Security orchestration and automation
General understanding of Security Technology Stack: Enterprise IAM solutions (Okta, Ping, Azure AD), SIEM platforms (Splunk, QRadar, LogRhythm), EDR platforms (CrowdStrike, Carbon Black, SentinelOne), Cloud security (AWS Security Hub, Azure Security Center), Email security solutions, GRC platforms
Genuine curiosity and strong desire to learn about cybersecurity and technical concepts
Basic computer literacy and comfort with business applications
Ability to quickly grasp and explain basic technical concepts
Ability to translate complex topics into simple terms
Interest in keeping up with current technology and cybersecurity trends
Proven track record of grit and resilience in challenging situations, with high performance under pressure
Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit
History of setting and achieving ambitious personal or professional goals
Track record of leadership in team settings

Nice To Haves

Cybersecurity, Computer Science, IT, Business, Marketing degree
CISOs and Security Teams as a plus
Cybersecurity preferred but not required for SaaS sales experience
Network or Security Plus preferred

Responsibilities

Promote and sell KnowBe4’s range of products and services
Build and maintain a pipeline of potential cross sale, add-on and upgrade opportunities by developing and managing relationships with your assigned accounts
Identify key decision makers while developing and qualifying cross sale, add-on and upgrade opportunities
Articulate the value proposition of KnowBe4’s full suite of products and help the customer understand how it will improve their business’s security awareness training (and security overall)
Achieve or exceed monthly quotas and/or targets
Be well versed in KnowBe4’s product offerings and promote the products and services at trade shows as requested
Follow up on marketing leads to generate sales opportunities and pipeline
Act strategically in offering or negotiating discounted pricing, in line with established policies and procedures
Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos and other relevant information in compliance with the Administration Policy
Support in the renewal process where there is an opportunity to grow the account
Work with those Customer Success Managers and Renewal Specialists assigned to your customer accounts to the end of your customers increasing their commitment and use of the Knowbe4 Product Suite