Enterprise Account Director

Cobalt

1d•$250,000 - $300,000•Hybrid

About The Position

Win new enterprise logos for the leading Pentest as a Service platform. This is a hunter role: your primary mandate is opening and closing net-new accounts across US - North Central, with a secondary responsibility to expand within our install base. You will sell scoped, human-led pentesting to CISOs, AppSec leaders, and engineering buyers, backed by our vetted Cobalt Core community and a platform that gets customers testing in as little as 24 hours. Your territory covers ND, SD, NE, KS, MN, IA, MO, MI, WI, IL, IN, OH, and KY, with anchor markets including Chicago, Minneapolis, Detroit, Columbus, Indianapolis, Kansas City, and St. Louis. You will own the full cycle, from territory planning and outbound prospecting through negotiation and close.

Requirements

5+ years of enterprise sales experience in SaaS or cybersecurity, with a proven new logo acquisition track record as the core of your background (required).
Demonstrated success sourcing your own pipeline through outbound prospecting, not just working inbound or inherited accounts.
A record of meeting or exceeding quota, with a majority of attainment from net-new business.
Experience closing complex, multi-stakeholder deals with $100K+ ACVs and 90-180 day sales cycles.
Experience selling to CISOs, AppSec leaders, or engineering buyers.
Ability to expand and renew within an install base while keeping new logo as your priority.
Residence within the territory (or willingness to be based there).

Nice To Haves

experience selling pentesting, AppSec, or compliance-driven security (SOC 2, PCI, HIPAA).

Responsibilities

Build and run an outbound-led pipeline engine in your territory, combining targeted prospecting, executive outreach, events, and partner-sourced opportunities.
Research target accounts to identify triggers (compliance deadlines, audits, M&A, new product launches, security leadership changes) and map buying centers across security, product, IT, and engineering.
Multi-thread new accounts from first meeting to close, navigating procurement, legal, and security review in complex organizations.
Run discovery that ties pentesting to business drivers such as SOC 2, PCI, HIPAA, customer security questionnaires, and secure SDLC goals, then lead scoping conversations that convert to a first engagement.
Negotiate and close enterprise agreements, structuring initial credit commitments that create a path to expansion.
Meet prospects in person across the region (25% travel) to build trust and advance deals.
Partner with Customer Success to identify expansion opportunities in existing accounts: additional assets, new business units, and larger credit commitments.
Drive renewals and upsell by connecting engagement results and finding trends to customer risk priorities.
Build and execute territory and account plans that prioritize regulated industries (e.g., financial services, healthcare, and insurance), as well as manufacturing and SaaS.
Collaborate with Solutions Architects, Customer Success, and Channel Partners to create value at every stage of the customer lifecycle.
Forecast accurately and maintain rigorous pipeline hygiene in Salesforce.