Responsibilities
- Build and manage a territory plan for enterprise accounts across San Francisco, Oakland, and Sacramento.
- Create pipeline through targeted prospecting, partner co-sell (AWS, CrowdStrike, etc), and executive networking.
- Run full-cycle sales: discovery, value mapping, business case, security validation, legal/procurement, and close.
- Position Salt’s portfolio (Cloud Connect, Surface, Posture Governance, Runtime Protection, and AI Agent/MCP Security) and integrations to displace incumbents and consolidate tools.
- Lead account strategies with SEs, product, and customer success to ensure fast time-to-value and expansion.
- Maintain accurate forecasts in Salesforce and report on risks, next steps, and executive asks.
- Host on-site sessions and workshops; travel regularly throughout the Bay Area as required.
Requirements
- Proven success selling enterprise cybersecurity/SaaS into large accounts (Fortune/Global 2000 preferred)
- Track record closing complex deals with multiple stakeholders and security validation, including 6- and 7-figure TCV
- Strong familiarity with cloud-native environments (AWS/Azure/GCP), API security, and adjacent platforms (WAF, CNAPP, EDR/XDR, SIEM)
- Comfortable executing MEDDIC, SPICED, or similar methodology; crisp discovery and business case building
- Executive presence with the ability to engage C-level and board-level influencers; excellent written and verbal communication
- High ownership mindset: territory planning, partner alignment, and disciplined deal execution
- Salesforce proficiency
Benefits
- Competitive compensation
- Equity
- Comprehensive benefits
- Remote-friendly culture with real autonomy and growth
- Inclusive environment where great ideas win and careers accelerate
Work Arrangement
Hybrid
Additional Information
- Travel regularly throughout the Bay Area as required.
