Enterprise Account Executive (Bay Area)

In the cloud, every second counts. On the leading edge of security, the company stops attacks in real-time by instantly detecting changes in cloud security risk with runtime insights and open source Falco. Trusted by a large enterprise customer base, we are a well-funded startup, passionate open source enthusiasts at heart, and problem-solvers who are building and delivering powerful solutions to secure cloud-native applications.

We have an organizational focus on delivering value to customers. We appreciate diverse opinions and open dialogue to spur ideas and we believe in working together to achieve our goals. We're an international company that understands how to cultivate an inclusive environment across all teams.

And we're a great place to work too - we've been named a "Best Places to Work" by Inc, the San Francisco Business Time, and Built In, with recognitions ranging from "Best Benefits" to a "Best Company for Happiness".

We are looking for driven team members who want to join us on our mission to lead cloud security globally. Does this sound like the right place for you?

What you will do

• Reporting to our Vice President Sales you will implement sales plans for your assigned territory by forecasting and exceeding quota

• Through a combination of inbound and outbound leads, you will manage a high-velocity, SaaS funnel

• You will manage and track opportunities through CRM and other supporting tools

• You will collaborate on and improve the sales cycle, including product, support, and sales engineering

• You will work with and promote Partner ecosystem

• Convey the company key value drivers and differentiators to prospects and customers

• Understand the competitive market, being familiar with competing companies and their offerings

What you will bring with you

• 7+ years of IT Enterprise Sales experience, with a strong focus on security-related deals — including SaaS security, cloud security, Kubernetes/containers, open source, and APM

• Track record overachieving sales targets

• Ability to learn new products and processes quickly

• Experience with Salesforce and Clari

• Competitive/Driven

• Excellent communication skills verbal and written, team player

• Must be willing to travel to clients to support sales relationships (if required)

• Entrepreneurial – Willing to go the extra mile, strong work ethic, resourceful, “get it done” attitude

• Ability to work with multiple sources of pipelines, including LDR, SDR, ISR and Channels

• Ability to cross collaborate with Marketing, Customer Success and other business units as needed

• Ability to bring a C level network to the table and have C level conversations

What we look for

• SaaS sales experience

• Track records of hunting new business opportunities in greenfield territories

• MEDDPICC experience and Challenger sales experience

When you join the company, you can expect

• Extra days off to prioritize your well-being

• 401(k) Retirement Savings Plan with a 3% company match

• Maternity and Parental Leave

• Mental health support for you and your family through the Modern Health app

• Full health benefits package for you and your family

The U.S. annual on target earnings (OTE) range for the Enterprise Account Executive full-time position is between $282,440 and 353,050 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on a variety of factors, including your work location, job-related experience and education.

We would love for you to join us! Please reach out even if your experience doesn't perfectly match the job description. We can always explore other options after starting the conversation. Your background and passion will set you apart, especially if your career path is different.

The company values a diverse workplace and encourages women, people of color, LGBTQIA+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply. The company is an equal-opportunity employer. The company does not discriminate on the basis of race, color, religion, sex, national origin, age, disability, genetic information, sexual orientation, gender identity, or any other legally protected status.

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