Mid-Market Account Manager (East)

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