Strategic Account Executive - East

Harmonic Security, Inc

2d•$150,000 - $200,000•Hybrid

About The Position

Harmonic Security is at the forefront of AI governance and control, providing a platform that offers real-time visibility and control over AI usage within enterprises. The company operates in the rapidly evolving intersection of AI and cybersecurity, protecting sensitive data and enabling innovation while minimizing risk. Harmonic Security has been recognized on the Rising in Cyber 2026 list and is backed by prominent investors. The GTM team is focused on building a commercial engine for this category-defining company, aiming to land and expand complex enterprise customers through a repeatable and high-performing sales motion. The team values urgency, open feedback, and views every customer interaction as an opportunity to refine their value proposition.

Requirements

Significant experience in quota-carrying enterprise SaaS sales, including a strong track record selling cybersecurity solutions to large, complex organizations.
Demonstrated success selling to strategic enterprise accounts with an average deal size of at least $100K.
Direct experience building relationships with and selling to CISOs, CIOs, CTOs, and senior security leadership.
A consistent record of meeting or exceeding ambitious new-business quotas.
Experience owning complex, multithreaded sales cycles from initial outreach through technical validation, procurement, negotiation, and close.
Strong executive presence and the ability to communicate clearly, credibly, and concisely with senior technical and business audiences.
Excellent discovery skills, including the ability to uncover business pain, quantify impact, and connect a technical solution to executive priorities and measurable outcomes.
Experience building strategic account plans and creating pipelines within named or greenfield accounts‚ not relying solely on inbound demand.
Comfort operating in an early-stage or high-growth environment where the category, messaging, and sales motion are still evolving.
Strong judgment, forecasting discipline, and attention to detail.
Genuine curiosity about AI and a willingness to use AI tools to improve research, account planning, preparation, and execution.

Nice To Haves

Experience selling data security, DLP, cloud security, AI security, security operations, or adjacent enterprise security platforms.
Existing relationships across the enterprise cybersecurity community.
Experience using channel partners, alliances, and executive networks to develop and accelerate strategic opportunities.
Success selling an emerging category where customer education and internal consensus-building were essential to winning.
Experience at both early-stage cybersecurity companies and scaled enterprise security organizations.
Familiarity with a disciplined enterprise qualification methodology such as MEDDPICC.

Responsibilities

Own the full sales cycle for a portfolio of strategic enterprise accounts, from account planning and prospecting through discovery, technical validation, negotiation, close, and expansion.
Build and execute account strategies that map business priorities, security initiatives, key stakeholders, decision criteria, competitive dynamics, and paths to executive sponsorship.
Develop trusted relationships with CISOs, CIOs, CTOs, security executives, and other technical and business decision-makers.
Lead thoughtful discovery that uncovers business pain, quantifies risk and impact, and connects Harmonic’s platform to enterprise AI governance, data protection, and security priorities.
Navigate complex, multithreaded buying processes involving Security, IT, Legal, Privacy, Procurement, Risk, and executive leadership.
Partner closely with Solutions Architecture to design and lead compelling technical evaluations, demonstrations, and proof-of-value engagements.
Create a net-new pipeline through targeted outbound activity, executive networking, industry relationships, partners, events, and close collaboration with Marketing.
Build strong value cases and executive narratives that differentiate Harmonic and create urgency in a developing category.
Negotiate complex agreements and close six-figure, multi-stakeholder enterprise deals.
Maintain accurate pipeline management, deal strategy, next steps, and forecasting discipline.
Bring customer and market insights back to Product, Marketing, and leadership to influence roadmap, messaging, and go-to-market strategy.
Contribute to the sales playbook by documenting what works, sharing lessons, and helping the broader team scale successful practices.