Existing Business Account Executive, Growth

Offsec Services

2h•Remote

About The Position

OffSec is seeking an experienced account executive to join its Growth team as an individual contributor. The role manages a named book of existing commercial customers, owning renewals and building additional revenue through account expansion. Success involves developing relationships at higher and wider levels within accounts, selling the broader category rather than only an individual product, and building and qualifying pipeline within the assigned book. The account executive partners closely with Customer Success to drive adoption, monitor account health, identify risk and expansion signals, and demonstrate customer outcomes. The role also works with solutions architects on technical validation and with partners when transactions involve resellers. The successful candidate is accountable for results and focused on helping organizations develop skills to defend against real-world threats. OffSec describes itself as a remote-first organization with customers in more than 150 countries and team members in more than 40 countries.

Requirements

Several years of experience selling into existing enterprise accounts, with a record of renewal and expansion success.
Experience structuring multi-year or enterprise agreements and aligning terms with account growth.
Experience and discipline in procurement negotiations, including managing commercial terms through signature.
Sound judgment in prioritizing time and effort toward account opportunities with the greatest potential.
Ability to lead value-realization efforts and work with multiple stakeholders to build comprehensive business cases.
Experience partnering with Customer Success, using adoption and usage data, running business reviews, and translating customer outcomes into renewal and expansion.

Nice To Haves

Experience selling SaaS, cybersecurity, technical training, or workforce development solutions.
Experience engaging and re-engaging current and recent customers.
Experience building program champions and identifying stakeholders.
Experience working with channel partners, resellers, or distributors.
Training in or practical experience applying MEDDPICC and/or Command of the Message for opportunity qualification and value messaging.

Responsibilities

Own renewals, commercial discussions, and renewal timelines well ahead of renewal dates.
Partner with Customer Success to create joint account plans, track usage and engagement, and act on account risks and expansion signals.
Identify new contacts, lines of business, and business units within named accounts.
Connect training solutions to business problems owned by customer stakeholders, assess progress, and measure results.
Structure multi-year agreements that support account growth over the agreement term.
Manage commercial terms, procurement requirements, timelines, and clear next steps through signature.
Run regular business reviews with Customer Success to demonstrate customer outcomes and support renewal and expansion.
Document customer objectives, commitments, and success criteria for handoff to Customer Success and continued onboarding.
Build and qualify pipeline within named accounts.
Engage solutions architects for technical validation and the partner team when deals involve resellers.