Account Executive – Cybersecurity, Risk Assurance

Role Overview

• Own and manage the full sales lifecycle for cybersecurity and risk assurance engagements, from initial prospecting and qualification through proposal development, negotiation, and contract execution.
• Consistently achieve or exceed assigned revenue targets through a combination of inbound lead conversion and proactive outbound business development.
• Develop and maintain a robust and accurately forecasted sales pipeline using CRM systems and established sales methodologies.
• Confidently articulate the value, scope, and outcomes of ISO/IEC 27001, SOC 1, and SOC 2 services, including differences in reporting types, control frameworks, readiness versus certification engagements, and ongoing compliance requirements.
• Conduct in‑depth discovery sessions to understand client environments, risk profiles, regulatory pressures, customer demands, and internal governance structures.
• Translate complex technical and regulatory concepts into clear, business‑relevant insights for executive and non‑technical stakeholders.
• Position Sensiba as a trusted advisor by aligning assurance services with broader business, security, and risk management objectives.
• Build and sustain long‑term relationships with senior decision‑makers and influencers across client organisations.
• Navigate complex, multi‑stakeholder buying groups, balancing technical requirements with commercial and strategic considerations.
• Partner closely with internal delivery teams to ensure accurate scoping, feasibility, and alignment between sales commitments and service delivery.
• Lead the development of tailored proposals, Statements of Work (SOWs), and pricing structures that reflect client needs, regulatory scope, and Sensiba’s delivery model.
• Manage contract negotiations in collaboration with legal and finance teams, ensuring commercial, risk, and compliance considerations are appropriately addressed.
• Ensure a seamless handover from sales to delivery, maintaining accountability for client experience through the early stages of engagement.
• Maintain up‑to‑date knowledge of cybersecurity, risk assurance, and compliance standards, including changes to ISO standards, SOC reporting expectations, and related regulatory trends.
• Provide market intelligence and client feedback to inform go‑to‑market strategy, service development, and marketing initiatives.
• Represent Sensiba professionally in external meetings, industry events, webinars, and client forums.
• Maintain accurate and timely records of sales activities, pipeline status, and client communications within CRM and sales enablement tools.
• Adhere to Sensiba’s internal governance, risk, and compliance requirements, including ethical sales practices and data confidentiality obligations.
• Contribute to the continuous improvement of sales processes, templates, and best practices within the revenue organisation.

Requirements

• Bachelor’s degree in business, finance, accounting, information systems, cybersecurity, or a related discipline (or equivalent professional experience).
• Demonstrated experience in B2B consultative sales, preferably within professional services, assurance, cybersecurity, risk, or compliance‑focused environments.
• Strong working knowledge of one or more of the following: ISO/IEC 27001, SOC 1, SOC 2, Information Security Management Systems (ISMS), and Governance, Risk and Compliance (GRC) concepts.
• Ability to engage credibly with highly technical cybersecurity and risk professionals while also influencing executive‑level stakeholders.
• Proven ability to manage complex, multi‑stage sales cycles involving multiple decision‑makers.
• High level of commercial acumen, including pricing strategy, margin awareness, and revenue forecasting.
• Advanced negotiation, presentation, and written communication skills.
• Highly self‑motivated, accountable, and able to operate effectively with minimal supervision.
• Strong organisational skills with the ability to manage competing priorities and deadlines.
• Demonstrated professional judgement, discretion, and integrity when handling confidential and sensitive client information.
• Collaborative mindset with the ability to work cross‑functionally in a matrixed organisation.

Tech Stack

• Cyber Security

Benefits

• Comprehensive Health Coverage – Medical, dental, and vision.
• Retirement & Financial Planning Support – 401(k) with match, financial wellness programs.
• Generous Paid Time Off – Vacation, sick time, holidays, parental leave and volunteer days.
• Flexible Work Arrangements – Hybrid or remote options, flexible hours.
• Performance-Based Bonus – Recognition for your contributions through discretionary bonuses.
• Professional Development Opportunities – Tuition reimbursement, certifications, mentorship.
• Career Growth & Internal Mobility – Clear paths for advancement and role transitions.
• Inclusive & Supportive Culture – DEI initiatives, employee resource groups, wellness programs.