Account Executive, Enterprise

Your team’s dynamic

The Enterprise Account Executive is responsible for identifying, engaging, and securing new enterprise accounts for the company. This role focuses on introducing the company solutions to high-value organizations, guiding them through the evaluation and adoption process, and transitioning them to a Key Account Manager for long-term growth and expansion.

The Enterprise Account Executive will develop strong relationships with all stakeholders in the buying group and key decision-makers, leveraging a consultative and technical sales approach. This role requires a unique blend of social selling expertise, executive presence, technical aptitude, and business acumen, ensuring that the company’s solutions are positioned as the standard for security, safety, and operational efficiency.

Key responsibilities

Strategic Account Development & Engagement

• Identify and develop relationships with prospective enterprise customers from a targeted list of named accounts

• Utilize a social selling approach to establish credibility and trust with executives in security operations, IT, infosec, and facilities management.

• Develop C-suite relationships, engaging key decision-makers such as CSOs, CIOs, and security technology leaders.

• Act as a trusted advisor, helping customers navigate their security and risk management challenges through data-driven insights.

Technical Sales & Solution Development

• Analyze customer security technology environments, identifying gaps, inefficiencies, and risks in existing security, compliance, and operational processes.

• Develop and maintain an enterprise security landscape map, tracking key elements such as:

• Existing security infrastructure (VMS, ACS, intrusion, LPR, AI analytics, emergency notification, compliance requirements, etc.)

• IT and identity management systems

• Risk and threat profiles (cyber threats, insider threats, environmental risks, compliance risks)

• Lead initial product demonstrations without requiring a sales engineer, engaging SEs only for advanced technical needs.

• Present migration offers, securing commitments to move forward with full deployments.

• Guide customers through a paid Proof of Concept (PoC), validating the business case and demonstrating ROI for the company solutions.

Sales Execution & Business Case Development

• Build compelling business cases that quantify the impact of adopting the company solutions, including:

• Cost savings, risk mitigation, and operational efficiency improvements

• Return on Investment (ROI) calculations

• Change management and migration planning

• Understanding of customer’s CAPEX & OPEX budget cycles

• Own the full "land" process, ensuring a smooth transition to a Key Account Manager once the company has been established as the new standard.

• Track all engagement activities, relationship mapping, and customer data within the company’s CRM.

Collaboration & Thought Leadership

• Work closely with channel partners, technology partners, and consultants to expand engagement opportunities.

• Actively participate in the company’s end-user community, driving attendance at vertical and regional events, the company events, and executive briefings.

• Partner with internal teams, including sales engineering, marketing, and product management, to refine go-to-market strategies.

What makes you a great fit

• Proven ability to sell to and influence C-suite executives within enterprise organizations.

• Strong social selling skills – ability to leverage relationships and networks to gain executive access.

• Technical aptitude and natural curiosity, with the ability to synthesize complex security and technology landscapes.

• Empathy, teamwork, and a low-ego approach, fostering strong collaboration both internally and externally.

• High business acumen, with a strong understanding of security technology's impact on business operations.

• Experience in security, technology sales, or enterprise risk management is preferred but not required.

• Strong CRM proficiency, with experience managing long sales cycles and strategic accounts.

Let’s talk perks!

• Attractive compensation package with 401K match

• Training Tuition Reimbursement Program

• Work-life balance with a flexible working schedule

We know that diverse backgrounds and experiences bring great value to our teams. Even if you don't think you tick all the boxes, we still encourage you to apply - your profile may surprise us!

Thank you for your application, but please note that only selected candidates will be contacted. Head-hunters and recruitment agencies may not submit resumés/CVs through this Web site or directly to managers.