Enterprise Account Executive

Panorays

7d•$280,000 - $310,000

About The Position

We are looking for a talented, highly motivated Enterprise Account Executive who will be responsible for managing the full sales cycle with our prospects across the North East US & Canada region. We would expect the successful candidate to bring new ideas to the table to develop and refine our enterprise sales strategy, map out a sales organization and process, and close new deals within the assigned territory. This position will report directly to the Director of Sales. Own the full sales cycle, from identifying customers' needs to delivering consultative-based, ROI-driven value proposition in the context of a SaaS solution. Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals. Develop strong, long-lasting relationships with Fortune 500 clients and their executives. Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process. Possess a comprehensive understanding of Panoray's solution and connect that knowledge directly to our customers' needs. Proactively build and identify opportunity signals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.). Act as a trusted advisor to the C–Suite and other senior executives. Develop account strategies by identifying the strongest use-case(s) to maximize the customers' value from the Panorays solution. Work closely with customer success to close upsell opportunities with existing customers.

Requirements

7+ years of experience working in a direct sales role at a B2B enterprise SaaS, particularly within the Cyber Security space.
Familiarity with the industry’s certifications, regulatory requirements, compliances, and frameworks in Privacy, Third-Party Risk, or GRC.
Exceptional relationship-building skills to establish trust and credibility with enterprise-level clients. Proven ability to nurture long-term relationships, navigate complex org structures, and build a strong network within your accounts.
A successful track record of selling solutions into Fortune 500 companies.
A familiarity with prospecting new accounts and building a pipeline through your own outbound efforts.
Strong expertise in delivering compelling product demonstrations that effectively communicate value propositions, features, and benefits.
Experience negotiating and navigating contracts and legal discussions.
Experience using Salesforce, Outreach, Gong, and LinkedIn Sales Navigator.
Self-starter, energetic, adaptable, inquisitive, and excited to work in a start-up environment and with a “can-do” attitude.
Superior customer-facing and presentation skills with the ability to establish credibility with executives.

Responsibilities

Own the full sales cycle, from identifying customers' needs to delivering consultative-based, ROI-driven value proposition in the context of a SaaS solution.
Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals.
Develop strong, long-lasting relationships with Fortune 500 clients and their executives.
Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process.
Possess a comprehensive understanding of Panoray's solution and connect that knowledge directly to our customers' needs.
Proactively build and identify opportunity signals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.).
Act as a trusted advisor to the C–Suite and other senior executives.
Develop account strategies by identifying the strongest use-case(s) to maximize the customers' value from the Panorays solution.
Work closely with customer success to close upsell opportunities with existing customers.