Commercial Account Executive

Summary

Join Hyperproof as a Commercial Account Executive to drive new business, working with prospects from initial interest to implementation. This role reports to the Sr. Director of Sales and requires a passion for winning new business and making an impact. You will source leads, nurture and convert them, perform deep discovery to understand client needs, and synthesize findings into value propositions. You'll exceed revenue goals, build action plans, and demonstrate strong communication and leadership skills. The ideal candidate has 3-5 years of B2B SaaS sales experience and a proven track record of exceeding quotas.

Requirements

• 3-5 years selling B2B SaaS, consistently exceeding annual sales quotas
• Customer obsession – history of going above and beyond expectations, building tight relationships with your customers and above all acting with integrity and transparency to represent Hyperproof
• Executive presence – clear demonstration of business acumen, with a high degree of comfort presenting to and challenging C Suite executives. Every interaction with you is an exchange of value, an opportunity to learn and to share what you’ve learned
• Passion – through a variety of sources you stay at the forefront of cloud technologies and always search for ways to improve, challenge the status quo and change the world
• Quick Learner – you have a general knowledge of the IT industry, with the capacity to learn and retain relevant information pertaining to cybersecurity threats, regulatory updates, evolving risks, emerging technologies and Hyperproof’s competitive landscape
• Competitive – you’re a proven winner across domains and have the drive and energy to outwork and outmaneuver your competitors. You rarely lose, but when you do it motivates you to learn why and build strategies to avoid losing in the future
• Strong leadership and organizational skills – someone who naturally takes charge of meetings and drives issues to closure. You command resources internally and externally, ensuring projects are successfully completed on time and they exceed expectations
• Excellent communication skills – ability to build alignment and clarity across both technical and non-technical audiences, and during contract negotiations you can work with procurement and legal teams to understand and clearly convey contract terms

Responsibilities

• Source pipeline by leveraging your network (CISO, CIO, Engineering/Ops, Security Assurance, Compliance, Legal), as well as daily use of prospecting platforms Outreach.io, ZoomInfo, Linkedin Sales Nav, etc
• Nurture, qualify and convert leads from the BDR and Marketing teams
• Perform deep discovery to learn business goals, identify process gaps, and uncover challenges that will unlock value for your clients
• Challenge prospects based on your industry knowledge and information gathered from key stakeholders, including infosec, compliance and legal professionals
• Synthesize findings into clear, concise value propositions for executives to easily understand the ROI and time-to-value of implementing our solutions
• Demonstrate verbally, in writing and through live product demos, how customers can capture value and envision their future with Hyperproof’s technologies
• Exceed quarterly and annual revenue goals, and provide accurate forecasts for each respective period by clearly quantifying opportunity size and likelihood in Salesforce
• Build and manage joint action plans so you, your clients, and Hyperproof’s leadership team is well aligned on mutual outcome, expected deliverables and timelines

Preferred Qualifications

• Experience in governance, risk, compliance or cybersecurity industries
• Advanced business degree (MBA) or compliance/infosec certification
• Experience within a high-growth technology company

Benefits

• Annual compensation reviews + equity
• Unlimited PTO: strongly encouraged to unplug and recharge
• Health: coverage for medical, dental, and vision - employee and dependents
• 401K which vests immediately, complete with a 4% company match
• 12 weeks of Parental leave and 1 year free diapers and wipes with Honest
• Annual company in-person events and quarterly in-person connects
• $1000 home office stipend - at the time of hire. Any additional home office needs are requested as needed
• $100 quarterly paid wellness stipend
• Pet insurance
• Slack channel notifications turn off after 5 pm based on your time zone
• Two Hypercharge weeks of rest where we close company wide (July & Dec)
• Remote work