Senior Account Executive

Summary

Join BeyondTrust as an Account Executive II and manage a defined sales territory, exceeding quota goals by identifying, generating, qualifying, and closing new business. You will manage the full sales lifecycle, develop go-to-market plans, and build relationships with mid-market accounts. Responsibilities include sales forecasting, lead generation, and maintaining accurate whitespace data. Collaboration with internal teams and channel partners is crucial. This role requires strong communication, negotiation, and presentation skills, along with experience in security software sales and Salesforce.com. BeyondTrust offers a comprehensive benefits package, including generous paid time off, parental leave, medical, vision, and dental insurance, life insurance, flexible working hours, and more.

Requirements

• Bachelor’s degree or equivalent work experience
• 2-4+ years customer-facing sales experience with security, PAM, Identity Management, or IT related software
• Proven track record of meeting or exceeding sales quota
• Excellent communication and influencing skills
• Demonstrated ability to effectively present and sell a technical solution
• Strong communication, negotiation, and organizational skills
• Ability to work in a team selling environment
• Experience with SalesForce.com
• Ability to find and uncover new opportunities with prospects and existing business, cold calling and hunting for business
• Demonstrated negotiation skills

Responsibilities

• Develop new and existing accounts within a defined territory
• Complete and maintain a territory sales plan which outlines a road map to success
• Meet or exceed your monthly and annual quota by proactively prospecting for All Product Lines and opportunities with new and existing customers
• Responsible for sales forecasting, lead generation, prospecting, and account management through the close cycle
• Maintain accurate Whitespace data on customer and focus prospect accounts
• Partner closely with SE’s, PAM’s and wider POD to deliver territory goals
• Align with Channel team and Channel Partners to deliver value to our customers and BeyondTrust wherever possible
• Align with SDR team to proactively cover your total addressable market (focus and non-focus territory accounts)
• Attend corporate trade shows and events
• Maintain sales pipeline activity in Salesforce
• Schedule and conduct product demonstrations and detailed presentations to prospects, customers and partners
• Lead RFP responses for your accounts
• Own full end-to-end sales cycle, including running sales meetings, working closely with your SE and partner network, managing a deal through to close
• Act as an advisor to prospects to understand whether their needs could be met with the BeyondTrust product portfolio
• Understand and document customers’ business and IT strategies, priorities, and goals; capture this data accurately in CRM system

Benefits

• 25 days annual leave, increasing to 30 after 1 year service
• Parental leave program
• Medical insurance (including dependants)
• Vision and dental benefits
• Life Insurance (24 x base monthly salary)
• Co-investing opportunity
• Flexible working hours
• Employee Assistance Program