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Enterprise Account Executive

L5

defensxPittsburgh, PAtoday

Occupations

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and TravelSales and Related Workers, All OtherSales Representatives, Wholesale and Manufacturing, Technical and Scientific Products

Industries

Computer Systems Design ServicesOther Computer Related ServicesCustom Computer Programming Services
Job Title: Account Executive, Mid-Market Enterprise
Location: Remote. Northeastern or Midwest US Major Center Based: NY/NJ/IL/OH Preferred. About DefensXDefensX instantly converts any browser tab into a Zero-Trust workspace for employees and AI agents; no browser switch, no friction. It layers ZTNA-grade remote data access, Remote Browser Isolation, policy-aligned DLP with real-time PII and prompt inspection, and six AI-powered tiers of phishingresistance that neutralize threats on contact. An adaptive AI engine continuously maps user behavior, auto-tunes defenses, and launches autonomous micro-trainings in seconds. Enterprises gain 360°protection that accelerates safe AI adoption, eliminates VPN/VDI drag, collapses tool sprawl, andscales security effortlessly as they grow. We’re a fast-growing company with a passionate team driving innovation in the secure browsercategory. Our sales and engineering experts work hand-in-hand with channel partners and theircustomers to deliver results. Recognized with multiple awards, DefensX is setting the pace in a rapidlyexpanding market. As we continue to grow, we’re looking for driven, like-minded people to join our team and help shape the future of cybersecurity.
What We’re Looking For: We’re looking for a proven Mid-Market Enterprise Account Executive ("closer") based in the Northeastern US, with a focus on driving new customer acquisition and expanding DefensX's presence in the mid-market enterprise cybersecurity market. If you're passionate about your career and have a demonstrated track record of consistently exceeding sales quotas, developing new business, and closing complex cybersecurity SaaS opportunities, we want you on our team. You will be responsible for identifying, developing, and closing new business opportunities with mid-market enterprise customers in your assigned region. You will engage directly with IT leaders, CISOs, CIOs, and other key decision-makers to position the DefensX cybersecurity platform as a strategicsolution for securing browsers, protecting sensitive data, governing AI usage, and enabling Zero Trust Business Access. You will own the full sales lifecycle, from prospecting and discovery through technical evaluations, negotiations, and closing, while building a strong pipeline of new mid-size enterprise customers.
Responsibilities:
  • New Business Development: Identify, prospect, and acquire new mid-market enterprise customers, expanding DefensX's presence and market share within the assigned territory.
  • Full Sales Lifecycle Management: Own and manage the entire enterprise sales process, from initial prospecting and qualification through discovery, solution demonstrations, proof-of- concept (POC) evaluations, contract negotiations, and closing.
  • Sales Strategy: Develop and execute territory and account-based sales strategies to penetratetarget enterprise accounts, build a qualified pipeline, and consistently achieve or exceed revenue targets.
  • Executive Relationship Management: Build and maintain strong relationships with CIOs, CISOs, IT Directors, security leaders, and other business decision-makers, positioning DefensX as a trusted cybersecurity partner.
  • Consultative Solution Selling: Understand customer security challenges and businessequirements, effectively communicating the value of DefensX solutions across browsersecurity, phishing prevention, AI governance, data loss prevention (DLP), and Zero Trust Business Access (ZTBA).
  • Technical Sales Engagement: Collaborate with sales engineering and technical teams todeliver compelling product demonstrations, manage POCs, address technical requirements, and drive successful customer evaluations.
  • Revenue Generation: Drive new logo acquisition and recurring revenue growth by developingopportunities, managing complex enterprise sales cycles, negotiating commercial agreements, and consistently closing business.
  • Pipeline Development: Build and maintain a robust pipeline through proactive outboundprospecting, account targeting, networking, industry events, and collaboration with marketing and business development teams.
  • Market Intelligence: Stay current on cybersecurity trends, emerging threats, competitivesolutions, and evolving enterprise security requirements to identify new opportunities andeffectively position DefensX.
  • Sales and Marketing Collaboration: Work closely with marketing to execute targetedenterprise campaigns, account-based marketing initiatives, webinars, and industry events that generate qualified opportunities.
  • Reporting and Forecasting: Maintain accurate CRM records, opportunity management, pipeline visibility, and reliable sales forecasts ensuring accountability against sales targets.
  • Cross-functional Collaboration: Work closely with internal teams, including product, marketing, customer success, and sales engineering, to align solutions with customer requirements, accelerate sales cycles, and ensure successful customer onboarding and long-term growth.
Qualifications:
  • 5+ years of experience selling cybersecurity and/or SaaS solutions to mid-market enterprise customers, while working in partnership with resellers and MSPs, with a demonstrated history of success.
  • Proven track record of exceeding sales quotas, driving new logo acquisition, building qualified pipelines, and consistently closing mid-market enterprise opportunities.
  • Experience managing complex, multi-stakeholder sales cycles, including prospecting, discovery, solution positioning, technical evaluations, POCs, contract negotiations, and closing.
  • Familiarity with MEDDIC/MEDDPICC, Sales as a Science, and other structured enterprisesales methodologies, with demonstrated ability to apply them throughout the sales process.
  • Experience engaging C-level executives and IT/security decision-makers, including CIOs, CISOs, IT Directors, and other key stakeholders, with the ability to articulate both technical andbusiness value.
  • Strong understanding of the mid-market enterprise cybersecurity landscape, including customer buying behaviors, procurement processes, security priorities, and competitive dynamics.
  • Demonstrated ability to independently develop and manage a territory, generate outboundopportunities, build strategic account plans, and maintain a healthy pipeline to consistently achieve revenue targets.
  • Experience selling subscription-based SaaS solutions, with an understanding of recurring revenue models, enterprise licensing, and multi-year commercial agreements.
  • Excellent communication, presentation, and negotiation skills, with the ability to translate complex cybersecurity capabilities into compelling business outcomes for technical and executive audiences.
  • Willingness to travel to industry events and customer sites. >50% depending on business needs.
Preferred Qualifications:
  • Established network within the mid-size enterprise community. People that trust you at both the customer side and within the channel (VAR/SI/MSP/MSSP).
  • Experience working with SaaS cybersecurity solutions, including cloud-based security platforms, EDR, AV, SIEM, or identity and access management (IAM) solutions.
  • Familiarity with tools commonly used by tech teams such as RMM, Microsoft, SaaS, etc.
  • Bachelor’s degree in business, marketing, IT, related field or equivalent experience.
What We Offer:
  • Competitive comp: base salary with an uncapped commission structure.
  • Opportunity for equity.
  • Health benefits.
  • Remote work flexibility and a supportive work environment based on mutual respect that embraces diversity.
  • Professional development opportunities, including certifications and training in cybersecurity and channel sales.
  • Collaborative culture focused on innovation, teamwork, and growth.
  • Opportunity to make a significant impact in the fast-growing field of cybersecurity with a dynamic up-and-coming company and a motivated team.
Apply now (opens in a new tab)
Apply now (opens in a new tab)

Level

SeniorL5

Location

Pittsburgh, PA

Occupation

Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel

Industry

Computer Systems Design Services

Posted

today

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