Enterprise Account Executive - East Region

Fortra • Washington, DC

3d • $130,000 - $160,000 • Remote

About The Position

Fortra is seeking a results-driven Enterprise Account Executive to sell its Data Security and Brand Protection portfolio to mid-market and enterprise organizations in the East Region. The role drives revenue growth through new customer acquisition and expansion of existing customer relationships. The employee builds and manages a pipeline, engages decision-makers, leads complex sales pursuits, and positions Fortra solutions to address customer business challenges. The company operates remotely, with its current hiring strategy focused on talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York–New Jersey–Connecticut tri-state area. Candidates must currently be located within the territory.

The role combines territory planning and prospecting with customer discovery, complex deal leadership, revenue growth, forecast management, and collaboration across internal teams and channel partners. The Enterprise Account Executive serves as a trusted advisor, uses MEDDPICC principles and customer-aligned success plans, and identifies cross-sell, upsell, multi-product, and multi-year opportunities.

This is a full-time, exempt position. Compensation is $130,000–$160,000 base plus commission. Fortra describes its compensation philosophy as prioritizing fair market value and internal equity, aligned with experience and specialized skill set.

Requirements

• Bachelor’s degree or equivalent experience.
• At least 8 years carrying a quota and closing B2B software sales in mid-market or enterprise accounts; field sales experience, not inside sales.
• At least 3 years selling security against named competitors.
• At least 3 years selling in SLED and healthcare verticals.
• At or above quota in at least two of the last three full years, with the ability to substantiate this record.
• Multiple closed deals of $100,000 or more with an economic buyer at the CISO, CIO, CFO, or VP level.
• A meaningful share of closed business sourced by the candidate rather than handed to them.
• Currently located within the territory.

Nice To Haves

• Experience with data security, DLP, DSPM, data classification, insider risk, or SSE/CASB is strongly preferred.
• Email security or brand protection sales experience is also considered.

Responsibilities

• Own and execute a territory strategy focused on new business acquisition and expansion of existing customer relationships.
• Develop and maintain a healthy pipeline through prospecting, partner engagement, marketing-generated opportunities, and account planning.
• Collaborate with Sales Engineering, channel partners, and internal stakeholders to maximize territory performance and achieve revenue objectives.
• Research accounts and conduct discovery to understand customer priorities, business challenges, decision-making processes, and growth opportunities.
• Build relationships with business and technical stakeholders, including executive decision-makers, and position solutions to address customer needs and strategic objectives.
• Use research, data, and AI-enabled tools to prepare for customer interactions and deliver meaningful business conversations.
• Serve as a trusted advisor, providing transparent guidance to help customers make informed purchasing decisions.
• Lead complex sales cycles from opportunity qualification through close, coordinating resources across Sales Engineering, Product, Channel, and Executive teams as needed.
• Apply MEDDPICC principles and customer-aligned success plans to manage opportunities, mitigate risk, and drive predictable sales outcomes.
• Identify and advance strategic opportunities, including multi-product and multi-year solutions.
• Drive revenue through new customer acquisition and expansion of the existing customer base.
• Identify cross-sell and upsell opportunities across Fortra's portfolio.
• Maintain accurate pipeline, opportunity, and forecast information and provide regular updates on sales activity, deal progression, and expected outcomes.
• Use sound qualification judgment to prioritize high-value opportunities and maintain a reliable forecast.
• Share best practices, market insights, and customer learnings that contribute to team success and sales excellence.
• Participate in win/loss reviews and customer feedback discussions to improve sales effectiveness and customer engagement.
• Pursue ongoing learning, coaching, and professional development.
• Perform other duties as assigned.

Benefits

• Health, dental, and vision coverage as of hire.
• Immediate enrollment in 401(k), HSA, and FSA plans.
• Flexible PTO policy.
• Tuition and personal enrichment reimbursement.
• Option to enroll in an ID Theft Protection Program.
• Perks supporting holistic wellbeing and a culture intended to keep employees connected and empowered.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior