Enterprise Account Executive

Description

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do.

About the Role

We are looking for a talented, highly motivated Enterprise Account Executive who will be responsible for managing the full sales cycle with our prospects across the UK. We would expect the successful candidate to bring new ideas to the table to develop and refine our enterprise sales strategy, map out a sales organization and process, and close new deals within the assigned territory. This position will report directly to the Director of Sales.

• Own the full sales cycle, from identifying customers' needs to delivering a consultative-based, ROI-driven value proposition in the context of a SaaS solution.
• Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals.
• Willingness to travel approximately 30-50% of the time to meet prospects, customers, and partners is required.
• Develop strong, long-lasting relationships with Fortune 500 clients and their executives.
• Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process.
• Possess a comprehensive understanding of Panoray's solution and connect that knowledge directly to our customers' needs.
• Proactively build and identify opportunity signals and generate expansion opportunities (upsell, add-on, cross-sell, etc.).
• Act as a trusted advisor to the C–Suite and other senior executives.
• Develop account strategies by identifying the strongest use-case(s) to maximize the customers' value from the Panorays solution.
• Work closely with customer success to close upsell opportunities with existing customers.

Experience & Skills

• 10+ years of direct sales experience in B2B enterprise SaaS, preferably in cybersecurity.
• Familiarity with Privacy, Third-Party Risk, GRC, compliance frameworks, and regulatory requirements.
• Proven ability to build and generate your own pipeline through outbound prospecting, account planning, and partner engagement.
• Proven experience working with Channel Partners.
• Strong track record of selling complex SaaS solutions into Fortune 500 and large enterprise accounts.
• Strong relationship-building skills and ability to navigate complex enterprise organizations and engage C-level stakeholders.
• Strong product demo, presentation, negotiation, and contract management skills.
• Experience with Salesforce, Outreach, Gong, and LinkedIn Sales Navigator.
• Self-starter with a strong “can-do” attitude, comfortable working in a fast-paced start-up environment.

About You

• Results-Oriented & Strategic Closer - You’re driven by impact and know how to own complex sales cycles end-to-end, from discovery and value mapping to tailored demos and contract negotiation.
• Relationship-First Mindset - You build and nurture trust with senior stakeholders, turning conversations into long-term partnerships and growth opportunities.
• Business-Savvy & Value-Driven - You connect technical solutions to business outcomes, crafting ROI driven narratives that resonate with C-level executives.
• Technically Fluent Communicator - You’re comfortable discussing cybersecurity, GRC, and third-party risk — and translating those concepts across both technical and business audiences.
• Resilient & Startup-Ready - You thrive in a high-growth, fast-paced environment, bringing energy, grit, ownership, and a strong can-do attitude.

About Us

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do.

About You

• Results-Oriented & Strategic Closer - You’re driven by impact and know how to own complex sales cycles end-to-end, from discovery and value mapping to tailored demos and contract negotiation.
• Relationship-First Mindset - You build and nurture trust with senior stakeholders, turning conversations into long-term partnerships and growth opportunities.
• Business-Savvy & Value-Driven - You connect technical solutions to business outcomes, crafting ROI driven narratives that resonate with C-level executives.
• Technically Fluent Communicator - You’re comfortable discussing cybersecurity, GRC, and third-party risk — and translating those concepts across both technical and business audiences.
• Resilient & Startup-Ready - You thrive in a high-growth, fast-paced environment, bringing energy, grit, ownership, and a strong can-do attitude.

About the Role

We are looking for a talented, highly motivated Enterprise Account Executive who will be responsible for managing the full sales cycle with our prospects across the UK. We would expect the successful candidate to bring new ideas to the table to develop and refine our enterprise sales strategy, map out a sales organization and process, and close new deals within the assigned territory. This position will report directly to the Director of Sales.

• Own the full sales cycle, from identifying customers' needs to delivering a consultative-based, ROI-driven value proposition in the context of a SaaS solution.
• Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals.
• Willingness to travel approximately 30-50% of the time to meet prospects, customers, and partners is required.
• Develop strong, long-lasting relationships with Fortune 500 clients and their executives.
• Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process.
• Possess a comprehensive understanding of Panoray's solution and connect that knowledge directly to our customers' needs.
• Proactively build and identify opportunity signals and generate expansion opportunities (upsell, add-on, cross-sell, etc.).
• Act as a trusted advisor to the C–Suite and other senior executives.
• Develop account strategies by identifying the strongest use-case(s) to maximize the customers' value from the Panorays solution.
• Work closely with customer success to close upsell opportunities with existing customers.

Experience & Skills

• 10+ years of direct sales experience in B2B enterprise SaaS, preferably in cybersecurity.
• Familiarity with Privacy, Third-Party Risk, GRC, compliance frameworks, and regulatory requirements.
• Proven ability to build and generate your own pipeline through outbound prospecting, account planning, and partner engagement.
• Proven experience working with Channel Partners.
• Strong track record of selling complex SaaS solutions into Fortune 500 and large enterprise accounts.
• Strong relationship-building skills and ability to navigate complex enterprise organizations and engage C-level stakeholders.
• Strong product demo, presentation, negotiation, and contract management skills.
• Experience with Salesforce, Outreach, Gong, and LinkedIn Sales Navigator.
• Self-starter with a strong “can-do” attitude, comfortable working in a fast-paced start-up environment.

Excerpt

We are looking for a talented, highly motivated Enterprise Account Executive who will be responsible for managing the full sales cycle with our prospects across the UK. We would expect the successful candidate to bring new ideas to the table to develop and refine our enterprise sales strategy, map out a sales organization and process, and close new deals within the assigned territory. This position will report directly to the Director of Sales.