Key skills
SaaSSales
About this role
Role Overview
- Carry and consistently achieve a $1.5M annual quota, focused on large, complex enterprise transactions, including 7-figure ACV deals.
- Hunt and penetrate highly strategic, enterprise-level accounts across New York State, many of which have previously selected a competitor or declined to engage.
- Develop sophisticated, account-specific strategies for greenfield and win-back scenarios.
- Lead multi-threaded engagement across CISO, CIO, CTO, AppSec, DevOps, Engineering, Risk, and Procurement stakeholders.
- Own and orchestrate complex 6–12+ month enterprise sales cycles from cold outreach to contract execution.
- Identify weaknesses in competitor solutions and execute disciplined displacement strategies to reclaim market share.
- Operate as the CEO of your territory, in strategy development, accountable for results, supported by a world-class SE and cross-functional team.
Requirements
- Elite Enterprise Closer
- Proven history of exceeding $1.5M+ quotas in enterprise software.
- Demonstrated track record closing 7-figure enterprise software transactions within complex, regulated environments.
- Presidents Club / top 10% performer pedigree strongly preferred.
- Direct experience selling Application Security (AppSec), DevSecOps, or Software Supply Chain Security solutions is required.
- Deep understanding of how to sell into CISOs, Security Architects, DevOps leaders, and Engineering executives.
- Ability to navigate technical evaluations, security reviews, and procurement scrutiny
- General SaaS experience without security domain depth will not meet the bar for this role.
- Competitive Displacement Experience
- Proven success winning competitive bake-offs and displacing entrenched vendors.
- Experience re-engaging and winning back former customers.
- Comfortable leading with insight and executive challenge, not reliant on inbound marketing air cover.
- Strategic Discipline: Experience mapping and penetrating large, matrixed enterprise organizations.
- Ability to manage long, complex sales cycles while generating early pipeline momentum within the first 90 days.
- Structured deal execution using MEDDIC or similar enterprise methodology.
Benefits
- Company Wellness Week – We shut down company operations for a week to allow everyone to rest, recharge, and invest in personal growth.
- Diversity & Inclusion Working Groups
- Parental Leave Policy
- Paid Volunteer Time Off (VTO)