Self-generate qualified pipeline to ensure consistent velocity toward monthly quota attainment
Leverage SPIN (or alike) to skillfully conduct comprehensive discovery
Leverage MEDDPICC (or alike) to forecast accurately, identify risk, and disqualify weak opportunities early
Negotiate pricing, packaging, and contractual terms to achieve timely and mutually desirable outcomes
Coordinate internal resources and key external stakeholders to successfully complete customer's legal, security, and compliance requirements
Embrace a disciplined cadence of activity for consistent and measurable top-of-the-funnel inputs
Conduct formal weekly pipeline reviews that ensure correct coverage and accurate forecasting, using Salesforce is the source of truth
Attend regular Deal Desk and Pre-Call Planning meetings to gameplan new logo and expansion engagements
Partner cross-functionally to ensure smooth pre-sale to post-sale transition
Activate existing customers to refer and expansion by consistently delivering value, follow-through, and mindful communication
Engage in routine sales trainings and incorporate new systems and processes into the sales cycle

Resides in the area, or has experience selling into the region of: Chicago, IL Area or TOLA area -
Texas, Oklahoma, Arkansas, Louisiana, Kansas
Domain knowledge of Cyber Security and Data Privacy
Prior training and working knowledge of information security concepts, and related compliance standards and regulatory practices
3yrs+ experience selling to CISO, CIO, or other senior corporate information security personas
Mastery of at least one generally accepted sales methodology and deal qualification system
Superior verbal and written communication skills
Impeccable organization skills
Highly competitive, adaptive, and coachable
Comfortable in an early-stage, fast-growth environment
Self-driven, high learning orientation, and growth mindset

Mid-Market Account Executive, SaaS Sales

Key skills