New Business Account Executive; Americas

Offsec Services

1d•Remote

About The Position

OffSec is seeking a New Business Account Executive to identify, engage, and close new customer opportunities. This individual contributor owns the full sales cycle, from target-account research and initial outreach through discovery, qualification, proposal development, negotiation, and close. The role focuses on organizations that have never purchased from OffSec and eligible former customers who are no longer active and have no current renewable business, in accordance with OffSec’s account assignment guidelines. It is a high-activity position centered on outbound prospecting, self-generated pipeline, and new business revenue. The successful candidate will use resourceful outreach and consultative selling to engage decision makers who may have limited awareness of OffSec. They will generate and manage opportunities, qualify customer needs, connect OffSec’s hands-on training and certification solutions to business objectives, coordinate with internal specialists and channel partners when relevant, and maintain accurate CRM records and forecasts. The role also includes refining sales approaches based on results, sharing market feedback, and documenting customer objectives and commitments for the post-sale transition. OffSec is a global, remote-first organization with customers in more than 150 countries and team members across more than 40 countries. It provides continuous professional and workforce development, training, and education for cybersecurity practitioners.

Requirements

2–4 years of B2B sales experience, including full-cycle selling and outbound prospecting.
Demonstrated track record of generating pipeline and winning new business, including personally sourcing opportunities and converting them into customers.
Experience conducting consistent, high-volume, multichannel outreach and using account research and personalization to create qualified opportunities.
Strong consultative selling and communication skills, including uncovering needs, communicating business value, addressing objections, and engaging multiple stakeholders.
Strong organization and opportunity management skills, including the ability to balance prospecting and active deals, manage priorities, and follow through in a remote environment.
Proficiency with CRM systems and familiarity with sales engagement tools, including accurate pipeline management and forecasting.
Genuine interest in cybersecurity, upskilling, and workforce development, and the ability and willingness to learn OffSec’s offerings.

Nice To Haves

Experience selling SaaS, cybersecurity, technical training, or workforce development solutions.
Experience re-engaging former customers or reopening inactive accounts.
Experience working with channel partners, resellers, or distributors.
Training in or practical experience applying MEDDPICC and/or Command of the Message to support opportunity qualification and value messaging.
Experience with Salesforce or a comparable CRM.

Responsibilities

Own the full sales cycle and new business results, from account research and initial contact through negotiation and close.
Achieve assigned new business revenue goals and advance opportunities with clear next steps.
Identify, research, and prioritize eligible accounts within the assigned territory or segment.
Generate qualified opportunities through outbound prospecting and pursue assigned inbound and partner-sourced opportunities when available.
Conduct consistent, high-volume prospecting through calls, personalized emails, automated sequences and campaigns, LinkedIn outreach, and follow-up.
Use account research to personalize outreach and assess effectiveness through conversations, qualified opportunities, and pipeline created.
Develop relevant reasons to engage decision makers, seek referrals and introductions, test messaging and outreach methods, and identify additional stakeholders.
Re-engage eligible former customers by reviewing purchasing history, investigating why the relationship became inactive, and identifying changes that may support renewed business.
Lead consultative discovery and qualification to understand workforce development needs, cybersecurity capability gaps, desired outcomes, budget, decision process, and purchasing timeline.
Prioritize opportunities where OffSec can address a meaningful customer need.
Explain the value of OffSec’s hands-on training and certification solutions, develop relevant proposals, and involve Sales Engineering or other specialists as appropriate.
Build relationships across buying groups, including decision makers, technical evaluators, budget owners, procurement, and other stakeholders.
Address objections, coordinate internal resources, and navigate commercial and purchasing requirements, including channel partners where applicable.
Maintain accurate CRM records and forecasts, documenting account research, outreach, qualification findings, stakeholder relationships, next steps, opportunity status, and deal risks.
Use activity and conversion results to refine prospecting and selling approaches.
Share useful market feedback, maintain relevant product knowledge, and document customer objectives and commitments for the agreed post-sale transition.