Prospect, qualify, and close net-new mid-market accounts across regulated industries
Build and own a qualified pipeline through outbound prospecting, partner engagement, and marketing-generated opportunities
Lead consultative, multi-threaded sales cycles with C-level and VP-level stakeholders across security, risk, compliance, IT, procurement, and legal
Develop and execute territory plans that prioritize organizations with multi-framework, multi-region compliance complexity
Apply structured sales methodology with rigor. Forecast accurately, qualify ruthlessly, and advance deals with clear next steps.
Collaborate with pre-sales, marketing, product, and channel partners to drive deal velocity and competitive wins
Provide market feedback to product and marketing teams based on field conversations and competitive intelligence

10+ years of mid-market software sales experience with consistent, verifiable quota attainment
Track record carrying $1M+ annual quotas and closing six-figure+ deals into large enterprise accounts
Proven new logo hunter. The majority of your bookings have come from net-new business, not expansion, renewals, or account management.
Fluency in structured sales frameworks such as MEDDIC/MEDDPICC, Challenger, Command of the Message, Sandler, Force Management, or equivalent
Executive presence. Credible and effective in conversations with CISOs, CROs, CIOs, and board-level stakeholders.
Startup-ready. You operate with high autonomy, build your own infrastructure when needed, and don't wait for someone to hand you a playbook.
Quantifiable results on your resume: quota attainment, deal sizes, logos won, rep rankings
Nice to have:
Experience selling GRC, integrated risk management, compliance automation, cybersecurity platforms, or adjacent mid-market security software
Experience selling to CISOs, CROs, or Heads of Compliance
Track record displacing entrenched legacy vendors or well-funded point solutions
Experience navigating complex procurement cycles involving legal review, security assessments, and multi-stakeholder sign-off
Background at legacy GRC platforms, point compliance tools, or cybersecurity/risk platforms

Competitive base salary plus uncapped commission aligned to enterprise ACV targets
Greenfield enterprise territory with no internal competition for accounts
A genuinely differentiated product: sovereign AI, no-code configuration, 200+ frameworks, continuous control monitoring, and flexible deployment (SaaS, private VPC, on-premises)
Market credibility: Gartner Disruptor recognition, Fortune 500 and government customers, strategic hyperscaler partnerships
Existing customers in production and referenceable from day one
Ground-floor opportunity to shape the enterprise sales motion and go-to-market strategy with direct access to company leadership

Mid-Market Account Executive

Key skills