About the Role
The Account Executive will own a geographical region or country in EMEA, targeting large enterprises, hunting new business, upscaling existing accounts, and driving growth through strategic sales activities and collaboration with internal teams.
Responsibilities
- Manage a designated geographical area or country in the EMEA market, including target accounts and an existing portfolio of companies with over 3000 employees.
- Focus on hunting new business opportunities, building sales pipeline, and driving growth in the enterprise sector.
- Upscale current accounts through expansion and upsell, utilizing Extended Access Management Identity solutions.
- Develop and maintain a robust sales pipeline via proactive prospecting methods like cold calling and networking, supported by inbound leads and aligned with sales methodology.
- Implement effective sales strategies to meet and surpass sales targets.
- Refine client targeting by segmenting territories based on Ideal Customer Profiles that match enterprise requirements.
- Gain deep insights into enterprise structures, key decision-makers, and buying processes, and engage multiple stakeholders through multithreading.
- Build a high-quality pipeline using self-generated outreach, collaboration with BDRs, and marketing initiatives.
- Conduct tailored discovery and scoping to align solutions with enterprise challenges, ensuring relevance and impact.
- Participate in coaching sessions for continuous improvement and weekly sales performance enhancements.
- Identify expansion and cross-sell opportunities within existing accounts by building stakeholder relationships and leveraging Extended Access Management knowledge.
- Attend industry events, trade shows, and conferences to represent the brand and build customer relationships.
- Stay informed on cybersecurity trends, especially in Identity and Access Management, to provide client insights and position as an industry leader.
- Collaborate with internal teams like BDR, Solutions, Channels, Onboarding, and Customer Success to create tailored solutions for enterprise clients.
- Develop relationships with multiple stakeholders in client organizations, including C-level, IT, and security teams, to enhance account health and long-term value.
- Apply methodology to ensure solutions are strategically aligned with client goals and tailored to their needs.
- Understand client challenges and position offerings as customized, impactful solutions that drive value.
- Present confidently to executives, articulating the value proposition of products and services.
- Create mutual action plans to align sales teams and prospects on responsibilities, steps, and timelines for deal closure.
- Use effective negotiation skills to achieve mutually beneficial outcomes.
Requirements
- Minimum 5 years of SaaS sales experience, preferably in security with enterprise accounts, or top performance in MidMarket/Commercial roles with readiness to advance.
- Familiarity with the region covering Italy, Spain (Southern Europe), Middle East, and Africa.
- Proficiency in Italian and/or Spanish languages.
- Demonstrated success in owning and growing a geographical territory or country within EMEA.
- Proven track record of meeting or exceeding sales quotas and KPIs.
- Outstanding skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management, with rigorous pipeline management and forecasting.
- Success in upselling and cross-selling to new and existing customers, and uncovering unstated customer pain points.
- Proficient in business acumen, negotiation, relationship building, and communication and presentation skills to C-Suite.
- Ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management.
- Self-motivated, driven, and capable of working independently in a remote setting.
Nice to Have
- Preferable proficiency with Salesforce, Slack, Zoom, LinkedIn Sales Navigator, and Outreach.
Benefits
- Annual base salary ranging from £87,000 to £126,000 GBP, with eligibility for commission.
- Immediate enrollment in benefits program including health, dental, pension, and others.
- Access to generous paid time off.
- Equity grant provided.
- Participation in incentive programs where applicable.
- Maternity and parental leave top-up programs.
- Competitive health benefits.
- Generous paid time off policy.
- RSU program available for most employees.
- Retirement matching program.
- Free account provided.
- Paid volunteer days.
- Peer-to-peer recognition through Bonusly.
- Remote-first work environment.
Compensation
Annual base salary between £87,000 and £126,000 GBP, commission-eligible
Work Arrangement
Remote-first within the UK, with occasional travel required
Team
Part of EMEA sales team, collaborating with internal groups like BDR, Solutions, and Customer Success
How we’re using AI today
AI is integrated across go-to-market functions to enhance efficiency, with daily use expected for real-time coaching, insight surfacing, and customer engagement, encouraging innovation and growth.
Our culture
The culture emphasizes collaboration, transparent communication, feedback receptiveness, and core values of simplicity, honesty, and people-first approach, seeking individuals who excel in demanding, fast-paced environments and drive impact.
How we work with AI
Commitment to leveraging AI and critical thinking about its applications to improve solutions, with encouragement for team members to learn best practices, identify opportunities, and drive innovation in daily work.
Our approach to work
Balances remote and in-person collaboration, with roles designated as remote-first or in-office, occasional travel required for events in Canada, USA, or EMEA, and in-person onboarding in Toronto for go-to-market roles.
Other
Remote opportunity within the UK, occasional travel for offsites and events, monthly travel average for leadership roles, in-person onboarding in Toronto, and background check required for successful applicants.
Not specified
