Senior Account Executive, Cloud Marketplace and Growth - Remote

Center for Internet Security is seeking a Senior Account Executive of Cloud Marketplace and Growth to drive sales and business development initiatives. This role involves managing a quota, leading sales opportunities, and collaborating with various teams to scale revenue across cloud marketplaces.

Responsibilities:

• Own and deliver a quota tied to overall HI business growth
• Lead and close HI opportunities directly, and drive deal strategy for specialist-supported opportunities in partnership with core account executives (AEs)
• Build and run close plans for priority opportunities, including stakeholder mapping, value articulation, mutual action plans, and next-step discipline
• Drive land-and-expand motions focused on consumption growth, workload expansion, and standardization across organizations
• Lead AWS and Azure marketplace motions end-to-end, including listing alignment, private offer processes, partner approvals, procurement paths, billing considerations, and renewal or expansion motions
• Partner with AWS and Azure seller teams to drive co-sell activity, build account-level plans, and convert partner interest into qualified opportunities
• Work closely with Deal Desk, Legal, Finance, and RevOps teams to remove friction and shorten sales cycle time in marketplace deals
• Build repeatable HI sales plays that scale across CIS direct sellers and CSP partner teams
• Provide enablement that is practical and field-ready; talk tracks, proof points, objection handling, competitive positioning, and discovery guides
• Establish a lightweight operating rhythm for play development, launch, measurement, and iteration
• Collaborate with Product and Engineering teams to translate field feedback into roadmap inputs that improve conversion, adoption, and retention
• Partner with the Marketing team to improve HI positioning, marketplace content, demand generation alignment, and campaign conversion
• Partner with RevOps to improve funnel visibility, stage definitions, pipeline quality, and forecasting accuracy
• Maintain accurate and timely activity, pipeline, opportunities, and forecasting in Salesforce
• Produce weekly visibility on key metrics, deal risks, partner motion progress, and play performance
• Represent CIS at conferences, partner events, and customer meetings as needed
• Other tasks and responsibilities as assigned

Requirements:

• Bachelor's degree in a technical or business discipline
• 7+ years of quota-carrying B2B sales experience with a record of meeting or exceeding targets
• 3+ years of experience selling cloud solutions through hyperscale partner ecosystems with AWS or Azure experience strongly preferred
• Demonstrated success in consumption-based or usage-driven sales motions, including expansion and renewal outcomes
• Experience selling or positioning cybersecurity, cloud security, infrastructure security, compliance, or security operations offerings
• Strong understanding of enterprise procurement processes and the ability to navigate security reviews, legal cycles, and multi-stakeholder deals
• Demonstrated ability to influence and enable peers in a matrix environment, including working with core AEs and partner sellers
• Proficiency with Salesforce and strong forecasting discipline
• Strong technical aptitude with the ability to communicate technical concepts clearly to both technical and business audiences
• Ability to travel up to 20–30% as needed for partner engagement, customer meetings, and key events
• Must be authorized to work in the United States
• Direct experience transacting through AWS Marketplace and/or Azure Marketplace, including private offers
• Experience working with CSP co-sell tools and processes and managing joint pipeline with partner teams
• Background selling security products that map to hardening, configuration management, vulnerability reduction, or compliance outcomes
• Familiarity with cloud economics and FinOps concepts relevant to consumption and expansion
• Public sector experience is a plus, depending on HI customer mix
• Familiarity with business intelligence tools or operational dashboards that measure adoption, consumption, and expansion
• Additional years of relevant experience or a combination of an Associate's degree or equivalent and relevant experience may be substituted for the Bachelor's degree