runZero is a company focused on innovative exposure management solutions. They are seeking a high-energy, strategic Mid-Market Account Manager to drive customer retention and expansion in the mid-market segment.
Responsibilities:
- 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
Requirements:
- 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