Enterprise Account Executive – SoCal

Role Overview

• Consistently achieve quarterly and annual sales targets through a disciplined, structured sales process.
• Drive net new pipeline through proactive prospecting, partner collaboration, events, and discovery outreach.
• Understand and articulate Arctic Wolf’s Security Operations solutions, value, and competitive differentiation.
• Maintain accurate CRM data, forecasts, and sales hygiene while operating efficiently across internal tools.
• Manage 10–20 active enterprise sales cycles per quarter while developing longer-term strategic pursuits.
• Qualify and position opportunities effectively using value based messaging and competitive insights.
• Partner with internal demand generation, SDRs, marketing, and channel teams to build and advance territory pipeline.
• Lead the sales process end-to-end as the quarterback, ensuring momentum and strong prospect engagement.
• Build and grow relationships with reseller and channel partners to expand pipeline and strengthen competitive position.
• Leverage personal networks and partner relationships to source new leads and expand reach.
• Attend field events and trade shows (8–10 per quarter) to drive pipeline and increase Arctic Wolf presence.
• Travel regularly within the territory to meet with prospective customers and advance opportunities.
• Collaborate with sales leadership on strategic territory planning and execution.
• Lead weekly territory calls and keep strong communication across SEs, marketing, channel, and inside sales.
• Strengthen alignment with SE counterparts to deliver a seamless, unified customer experience.
• Work closely with channel teams to support strategic partners and drive Cosell success.

Requirements

• Bachelor’s degree in business, finance, economics, computer science, information systems, or equivalent experience.
• 5+ years of quota carrying sales experience in cybersecurity, SaaS, or a related technical field, with a strong record of consistent overachievement.
• Proven success in value based selling, including running deep discovery, quantifying business outcomes, and aligning solutions to strategic initiatives.
• Demonstrated ability to self generate pipeline through disciplined prospecting, partner engagement, and field driven activities.
• Experience selling to mid-market and enterprise customers, with an understanding of multi-threaded buying processes.
• Strong capability to translate technical cybersecurity concepts into clear business level impact for both technical and non-technical audiences.
• High proficiency with CRM platforms, sales productivity tools, and general technology workflows.
• Curious and coachable, with a proven desire for continual improvement, skill development, and adopting new methodologies quickly.
• High character and integrity, representing the company with professionalism, accuracy, and trustworthiness at all times.
• High motor and self-starter drive, with excellent organization, territory discipline, and follow-through.
• Ability to operate effectively in a fast paced, rapidly changing environment and collaborate across SEs, SDRs, channel, marketing, and customer success teams.
• Strong written and verbal communication skills, with the ability to influence at multiple organizational levels, including executive stakeholders.

Tech Stack

• Cyber Security

Benefits

• Equity for all employees
• Flexible time off and paid volunteer days
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, and value-added services
• Robust Employee Assistance Program (EAP) with mental health service
• Fertility support and paid parental leave
• Superannuation Fund that Arctic Wolf pays into