Own and grow a territory of small and mid-sized businesses across North America
Help companies with 50 to 200 employees protect their people, data, and digital identities
Blend disciplined new business hunting with expansion selling
Collaborate daily with Sales Manager and Marketing partners who drive inbound demand
Engage with Channel partners and Solutions Consulting for complex opportunities
Partner with Sales Operations on tooling and process, and with Enablement to stay sharp on product knowledge and competitive positioning
Grow revenue within existing customer base through timely upsell and cross-sell motions
Drive new logo acquisition in assigned SMB territory through outbound prospecting, inbound follow-up, and channel collaboration
Manage a full sales cycle from first conversation through contract close
Build and maintain a healthy pipeline with accurate weekly forecasting
Help restore and accelerate revenue growth in the SMB segment
Stay ahead of the competitive landscape in identity management and cybersecurity
Leverage Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator to maximize activity efficiency

Proven success in a quota-carrying, high-velocity SaaS sales role with direct responsibility for new business generation and consistent attainment
Strong pipeline management skills, including the ability to accurately forecast, manage territory with discipline, and maintain rigorous CRM hygiene in Salesforce
Fluency with modern sales tools including Salesforce, Outreach, Gong, Clari, and LinkedIn Sales Navigator
A consultative, value-based approach to selling with the ability to connect product capabilities directly to customer pain points, business risks, and measurable outcomes
Excellent written and verbal communication skills, including the ability to navigate multi-threaded deals across IT, Finance, and executive buyer personas at small businesses
Experience managing a full sales cycle from prospecting through close in a competitive, multi-product SaaS environment
A self-starter mentality with strong time management, personal accountability, and a genuine drive to overachieve against quota
A growth mindset and coachability, with the ability to adapt quickly based on manager feedback, competitive intelligence, and evolving company messaging

Competitive compensation
Flexible Paid Time Off policies, including but not limited to: Quarterly Self-Care Days (4 extra paid days off annually) and Volunteer Days
Parental leave
Comprehensive health coverage, including dependents
Home office setup support
LastPass Families free account for up to 5 members
Continuous learning and development opportunities, including an annual learning stipend to invest in your growth
Peer-to-peer recognition through Motivosity
Employee Assistance Program for well-being support
Remote work stipend to support your home office needs
Short-Term or Remote-Centric Work Arrangements for added flexibility

Account Executive – SMB

Key skills