Account Executive II- Remote @BeyondTrust

Job Description

About the Job

At BeyondTrust, we empower you to bring your purpose to life through your work, helping create a safer world through our cybersecurity SaaS portfolio. Our culture of flexibility, trust, and continuous learning ensures that you are recognized for your personal growth and the impact you have on our success. Here, you’ll be surrounded by a team that challenges, supports, and inspires you to be the best version of yourself.

The Role

As an Account Executive, you will be responsible for managing a specific sales territory and achieving quota goals for that territory. You will identify, generate, qualify, and close new business with both customers and prospects. The role involves overseeing the full sales lifecycle, from prospecting to closing deals, while building the go-to-market strategy (including both direct and indirect business).

What You’ll Do

• Develop and nurture new and existing accounts within your assigned territory.
• Create and maintain a comprehensive sales plan that outlines the roadmap for success.
• Meet or exceed monthly and annual sales quotas by proactively prospecting across all product lines and identifying opportunities with both new and existing customers.
• Manage sales forecasting, lead generation, prospecting, and account management through the entire sales cycle.
• Maintain accurate whitespace data on customer and prospect accounts.
• Collaborate closely with Sales Engineers (SEs), Partner Account Managers (PAMs), and the wider team to achieve territory goals.
• Partner with the Channel team and Channel Partners to deliver value to customers and BeyondTrust.
• Work with the Sales Development Representative (SDR) team to maximize coverage of your total addressable market, including both focused and non-focused territory accounts.
• Represent BeyondTrust at corporate trade shows and events.
• Maintain and manage pipeline activity in Salesforce.
• Conduct product demonstrations and detailed presentations to prospects, customers, and partners.
• Lead responses to RFPs for your accounts.
• Own the full sales cycle, from conducting sales meetings to working closely with SEs and the partner network, managing deals through to closure.
• Act as a trusted advisor to prospects, understanding their needs and aligning them with BeyondTrust’s product offerings.
• Capture and document customers’ business and IT strategies, priorities, and goals in the CRM system.

What You’ll Bring

• Bachelor’s degree or equivalent work experience.
• 2-4+ years of customer-facing sales experience, particularly in security, PAM, Identity Management, or IT-related software.
• Proven track record of consistently meeting or exceeding sales quotas.
• Strong communication, negotiation, and influencing skills.
• Demonstrated ability to effectively present and sell technical solutions.
• Experience in a telephone-based sales role with a focus on prospecting, cold calling, and business hunting.
• Ability to work in a team-selling environment and collaborate with cross-functional teams.
• Experience with Salesforce.com.
• Demonstrated ability to identify and uncover new business opportunities.
• Strong negotiation skills.

Better Together

Diversity and inclusion are core values at BeyondTrust. We believe they are key to building strong teams, cultivating leadership, and creating a culture where everyone feels connected. We take care of our employees so they can take care of our customers—customers who come from diverse backgrounds just like us. We hire incredible people from all walks of life because when we are different together, we are stronger together.

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