Responsibilities
- Own a greenfield territory covering the Pacific Northwest and Northern California and be accountable for closing new-logo ARR within Fortune 1000 and Global 2000 enterprises.
- Manage a named geographic territory across the Pacific Northwest and Northern California, developing and executing a strategic territory plan focused on new-logo acquisition and long-term enterprise growth.
- Generate 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; rely on partners only to accelerate, never to originate.
- Run Command of the Message cycles valued at $250K to $1M+ ARR, with average sales cycles of 6 to 9 months and complex global pursuits extending 12+ months.
- Apply MEDDPICC from first call through close, validating metrics, paper process, and mutual success plans at every stage. No Champion? No deal.
- Inspect deals weekly in Salesforce, Gong, and Outreach; commit within ±10% each month.
- Build C-suite and board-level relationships that turn risk-reduction conversations into multi-year platform agreements.
- Lead cross-functional teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.
- Consistently meet or surpass new-logo ARR targets, leveraging uncapped accelerators and President's Club trips.
Requirements
- 7+ years of Enterprise cybersecurity SaaS hunting experience with verifiable seven-figure new-logo wins and repeat President's Club/Top-10 finishes.
- Fluent in MEDDPICC, Command of the Message, and mutual success plans.
- Proven ability to engage CISO, CIO, CTO, and board stakeholders and translate technical risk into business impact.
- High motor, coachable, intellectually curious, and thrives in a seller-led, high-accountability culture.
- Resides within the Pacific Northwest or Northern California territory, preferably in a major metro area, and is able to travel throughout the region for customer meetings, executive engagement, partner events, and industry conferences.
Benefits
- Lucrative OTE
- aggressive accelerators
- no commission cap
- high visibility to the ELT and Board
- rapid career trajectory
- sell a mission-critical security platform protecting 21,000+ organizations worldwide
- best-in-class sales tech stack
- Force Management enablement
- culture that prizes grit, curiosity, and team wins
- uncapped accelerators
- President's Club trips
- comprehensive benefits package
Additional Information
- Travel throughout the region for customer meetings, executive engagement, partner events, and industry conferences.
- Frequent travel throughout the territory to support customer engagements, partner activities, executive meetings, and industry events.
