Account Executive, Mid-MarketUS - Remote About

The work people build is worth protecting, and it's harder to protect than it used to be. AI agents now move at machine speed with human-level access, and a small slip-up can become a very public one. We disrupt cybercriminal activity before that happens. We think fast, go big, and always demand more of ourselves. We work hard, deliver, and repeat. We grow with real determination and put success well within reach. We push each other to be better and expect to be pushed back, in a community built on respect, where everyone is counted. Work Protected.

Overview

As an Account Executive, Mid-Market, you'll identify, engage, and win new business with organizations of 750-4,999 employees. You'll build a qualified pipeline and partner relationships that grow 's market share in this segment, owning your territory through the full sales cycle.

You'll work closely with 's partner community and teams across the business to turn qualified opportunities into new customers in a fast-paced, structured sales environment that continues to evolve.

What You'll Do

• Research and prospect within your Mid-Market territory to identify new business opportunities and generate a qualified pipeline.
• Develop and execute territory and account plans aligned with 's sales goals, managing opportunities through the full sales cycle.
• Lead product demonstrations and value-based presentations tailored to the needs of mid-sized IT and security organizations.
• Build trusted relationships with economic buyers, IT leaders, and other stakeholders across the buying committee.
• Work with the Partner/Channel Development team and 's partner community to build and execute joint account plans that expand pipeline coverage.
• Meet or exceed monthly, quarterly, and annual new business targets.
• Collaborate with marketing, sales engineering, and customer success to support a smooth transition from prospect to onboarding.
• Keep pipeline, activity, and forecast data current and accurate in Salesforce.
• Stay informed about industry trends, competitive offerings, and 's evolving product suite.

What You'll Bring

• Demonstrated success independently managing a full-cycle new business sales territory, from prospecting and pipeline development through negotiation and closing, with a track record of meeting or exceeding quota and sales KPIs.
• Clear verbal and written communication, with the ability to explain complex solutions and connect their value to customer needs.
• An understanding of corporate IT teams, technology buying processes, and the broader technology and cybersecurity stack.
• The ability to build trust with clients and buying committees, supported by strong negotiation skills.
• A proactive approach to identifying opportunities, managing your pipeline, and taking ownership of your territory.
• Experience using Salesforce or another CRM to manage leads and opportunities.
• New business sales experience in IT, SaaS, or cybersecurity is helpful, but not required.

The on-target earnings (OTE) range for this position is $176,000 - $264,000 USD (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at

Cybersecurity is a community effort. That’s why we’re committed to building an inclusive, diverse community that celebrates and welcomes everyone – unless they’re a cybercriminal, of course.

We’re proud to be an Equal Opportunity and Affirmative Action Employer, and we’d encourage you to join us whatever your background. We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won’t affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.