DescriptionAccount Executive, Enterprise
Sales Remote, United States
Successful candidates must be based in Southern California with the ability to access a major international airport to attend frequent customer/partner events and meetings.
Absolute Security is investing heavily in net-new Enterprise growth. As an Enterprise Account Executive, you will own a greenfield territory and be accountable for closing new-logo ARR within Fortune 1000 and Global 2000 enterprises. You will be the tip of the spear for our expansion into the largest and most security-conscious organizations in North America.
Key Responsibilities:
- Territory Ownership: Manage a named geographic patch (SoCal)
- Pipeline Creation: Generate 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; rely on partners only to accelerate, never to originate
- Deal Leadership: Run Command-of-the-Message cycles valued at $250K-$1M+ ARR, with average sales cycles of 6-9 months and complex global pursuits extending 12 months+
- Qualification Discipline: Apply MEDDPICC from first call through close, validating metrics, paper process, and mutual success plans at every stage. No Champion? No deal
- Forecast Accuracy: Inspect deals weekly in Salesforce, Gong and Outreach; commit within B110% each month
- Executive Engagement: Build C-suite and board-level relationships that turn risk-reduction conversations into multi-year platform agreements
- Internal Orchestration: Lead cross-functional teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.
- Overachievement: Consistently meet or surpass new-logo ARR targets; leveraging uncapped accelerators and President's Club trips.
What Success Looks Like:
- Achieve 100% or more of annual quota with 3 to 4 flagship Fortune 500 wins in year one
- Consistently maintain pipeline coverage greater than or equal to 4D7 and forecast variance within B15%
- Document reference customers and expansion potential in each closed account
- Recognized internally for setting the standard in deal inspection, champion development, and competitive take-outs
Rewards:
- Lucrative OTE, aggressive accelerators, and no commission cap
- Enterprise sales is Absolute's top FY26 investment priority; high visibility to ELT/Board and rapid career trajectory
- Sell a mission-critical security platform protecting 21,000+ organizations worldwide
- Best-in-class sales tech stack, Force Management enablement, and a culture that prizes grit, curiosity, and team wins
The Ideal Candidate:
- 7+ years of Enterprise cybersecurity SaaS hunting 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
