Senior Account Executive, Cloud Marketplace and Growth - Remote

Center for Internet Security

3d•Remote

About The Position

The Senior Account Executive of Cloud Marketplace and Growth is part of the Sales and Business services department, which resides on the Business Development Alliance Management team and reports to the Senior Director of Channel and Hardened Images Sales. As our Senior Account Executive, you will be a quota-carrying, senior individual contributor that accelerates growth for CIS Hardened Images (HI) across cloud marketplaces and partner-led motions. This role acts as a Sales Specialist with overlay focused on scaling HI revenue by driving high-impact opportunities, expanding consumption, and building repeatable sales plays that core account executives and cloud service provider (CSP) teams can run at scale. You will partner closely with CIS Direct Sales teams, CSP partner leaders (AWS and Azure priority), Alliances, Product, Marketing, and RevOps teams. You will operate in a matrix, lead without authority, and serve as the “deal mechanic” for marketplace motions, including private offers and procurement paths. Success requires both closing ability and systems thinking; you must create leverage by building plays that multiply seller output, not just working your own deals. This role carries a quota aligned to overall HI business growth. Quota credit includes a mix of direct and influenced bookings consistent with CIS sales crediting policy, with clear expectations for material involvement in deal strategy, execution, and close plans.

Requirements

Bachelor’s degree in a technical or business discipline
7+ years of quota-carrying B2B sales experience with a record of meeting or exceeding targets
3+ years of experience selling cloud solutions through hyperscale partner ecosystems with AWS or Azure experience strongly preferred
Demonstrated success in consumption-based or usage-driven sales motions, including expansion and renewal outcomes
Experience selling or positioning cybersecurity, cloud security, infrastructure security, compliance, or security operations offerings
Strong understanding of enterprise procurement processes and the ability to navigate security reviews, legal cycles, and multi-stakeholder deals
Demonstrated ability to influence and enable peers in a matrix environment, including working with core AEs and partner sellers
Proficiency with Salesforce and strong forecasting discipline
Strong technical aptitude with the ability to communicate technical concepts clearly to both technical and business audiences
Ability to travel up to 20–30% as needed for partner engagement, customer meetings, and key events
Must be authorized to work in the United States

Nice To Haves

Direct experience transacting through AWS Marketplace and/or Azure Marketplace, including private offers
Experience working with CSP co-sell tools and processes and managing joint pipeline with partner teams
Background selling security products that map to hardening, configuration management, vulnerability reduction, or compliance outcomes
Familiarity with cloud economics and FinOps concepts relevant to consumption and expansion
Public sector experience is a plus, depending on HI customer mix
Familiarity with business intelligence tools or operational dashboards that measure adoption, consumption, and expansion
Additional years of relevant experience or a combination of an Associate’s degree or equivalent and relevant experience may be substituted for the Bachelor’s degree.

Responsibilities

Own and deliver a quota tied to overall HI business growth
Lead and close HI opportunities directly, and drive deal strategy for specialist-supported opportunities in partnership with core account executives (AEs)
Build and run close plans for priority opportunities, including stakeholder mapping, value articulation, mutual action plans, and next-step discipline
Drive land-and-expand motions focused on consumption growth, workload expansion, and standardization across organizations
Lead AWS and Azure marketplace motions end-to-end, including listing alignment, private offer processes, partner approvals, procurement paths, billing considerations, and renewal or expansion motions
Partner with AWS and Azure seller teams to drive co-sell activity, build account-level plans, and convert partner interest into qualified opportunities
Work closely with Deal Desk, Legal, Finance, and RevOps teams to remove friction and shorten sales cycle time in marketplace deals
Build repeatable HI sales plays that scale across CIS direct sellers and CSP partner teams
Provide enablement that is practical and field-ready; talk tracks, proof points, objection handling, competitive positioning, and discovery guides
Establish a lightweight operating rhythm for play development, launch, measurement, and iteration
Collaborate with Product and Engineering teams to translate field feedback into roadmap inputs that improve conversion, adoption, and retention
Partner with the Marketing team to improve HI positioning, marketplace content, demand generation alignment, and campaign conversion
Partner with RevOps to improve funnel visibility, stage definitions, pipeline quality, and forecasting accuracy
Maintain accurate and timely activity, pipeline, opportunities, and forecasting in Salesforce
Produce weekly visibility on key metrics, deal risks, partner motion progress, and play performance
Represent CIS at conferences, partner events, and customer meetings as needed
Other tasks and responsibilities as assigned

Benefits

Base salary is determined on a number of factors including, but not limited to, education, experience and skills
Health (PPO, EPO, HSA), Dental & Vision Insurance eligibility starting from the first day of hire
$500 wellness card for Health Coverage Participants
401(k) with 4% Company Match, vested from the first day of hire
Flexible Spending Account (FSA) & Dependent Care Account (DCA)
Life Insurance
Bonding Leave
Paid Volunteering Program
Bonus eligibility
Paid Time Off (PTO) inclusive of vacation, personal and sick time
Paid Holidays
Wellness Program
Employee Engagement Activities
Professional Development Opportunities
Tuition Reimbursement
Student Loan PayDown Program
Employee Referral program
Employee Assistance Program