Own and drive expansion opportunities through the full sales cycle—from discovery and qualification to business justification and close—to consistently meet or exceed net-new ARR quotas.
Position runZero as a strategic visibility and exposure management platform; build "high and wide" relationships to advise CISOs, CIOs, and IT/OT leaders as a trusted industry partner.
Lead a timely, seamless renewal process for your customer install base, maintaining high retention rates while ensuring long-term customer satisfaction and executive alignment.
Facilitate high-impact Quarterly Business Reviews (QBRs) to gather feedback, educate stakeholders on new features, and align runZero’s technical capabilities with corporate objectives.
Partner closely with Sales Engineering, Customer Success, Marketing, and the Executive team to deliver a coordinated customer experience and share field insights to improve the product.
Develop and grow relationships with strategic VARs and channel partners in your region to accelerate account growth and identify new revenue streams.
Maintain accurate pipeline management and highly proficient forecasting in Salesforce, utilizing value-selling frameworks and MEDDPICC/MEDDPPICC methodologies.

3+ years of experience selling cybersecurity software with a consistent history of exceeding quarterly and annual sales targets in a fast-paced environment
Technical aptitude to understand and confidently discuss asset discovery, exposure visibility, and security platform capabilities with highly technical buyers
Strong executive presence and ability to engage CISOs, CIOs, and senior IT/security leaders
Hands-on experience using value-selling frameworks and MEDDPICC/MEDDPPICC
Proficiency with a modern SaaS sales tech stack (Salesforce, Gong, Gmail, etc.)
Ability to work cross-functionally in a collaborative team-selling environment.

Fully remote: runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides.
Benefits: We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents.
401(k): We match 4% of 401(k) contributions
Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year
Paid parental leave: We offer 12 weeks of paid parental leave
Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration.

Mid-Market Account Manager – East

Key skills