Identity Security Sales Specialist

Role Overview

• Own and execute a strategic territory plan focused on net-new commercial acquisition.
• Drive full-cycle sales motions from prospecting through close within your assigned accounts.
• Operate as an overlay specialist across aligned Commercial Account Executives, identifying and advancing Entitle opportunities within their territories.
• Build strong internal partnerships with Commercial AEs to create joint account plans and pipeline acceleration strategies.
• Generate pipeline through proactive prospecting, executive outreach, partner collaboration, and targeted account strategies.
• Lead complex, multi-threaded sales engagements within commercial organizations.
• Engage C-level and senior security stakeholders (CISO, CIO, VP Security, Cloud Security leaders) in outcome-driven security conversations.
• Deliver consultative discovery centered on privilege risk reduction, identity governance, and cloud security posture.
• Coordinate cross-functional resources (Sales Engineering, Channel, Marketing, Professional Services, Customer Success) to accelerate deal progression and ensure successful outcomes.
• Develop compelling business cases and ROI-driven proposals aligned to customer security initiatives.
• Accurately forecast and manage pipeline using Salesforce, maintaining disciplined deal inspection and territory hygiene.
• Consistently meet and exceed quarterly and annual revenue targets across both direct and overlay motions.
• Represent the company at industry events, executive briefings, and partner engagements.

Requirements

• 5+ years of experience selling commercial SaaS, cybersecurity, or cloud security solutions.
• Experience operating in both direct quota-carrying and overlay/specialist sales models.
• Demonstrated success closing complex deals in competitive markets.
• Proven ability to influence peer sellers and drive alignment across a matrixed sales organization.
• Experience selling into security organizations and engaging C-level stakeholders.
• Strong understanding of Identity & Access Management (IAM), Privileged Access Management (PAM), Cloud Security, Endpoint Security, or related domains.
• Skilled in consultative selling, executive alignment, and value-based positioning.
• Experience building and executing territory and account-based sales strategies.
• Proficiency with Salesforce (SFDC) and disciplined forecasting practices.
• Exceptional communication, negotiation, and stakeholder management skills.
• High integrity, resilience, and comfort operating in a performance-driven environment.

Tech Stack

• Cloud
• Cyber Security
• SFDC

Benefits

• Flexibilidade no trabalho
• Desenvolvimento profissional
• Diversidade e inclusão na cultura da empresa