Strategic Account Executive-West at Team Cymru Inc in Encinitas, California

Job Description:

Job Summary:

We are seeking a highly motivated and results-driven Enterprise Account Executive to join our team operating with a “general manager” mentality of their territory. The ideal candidate will be adept at driving revenue growth by acquiring new customers, executing renewals, upselling to existing accounts, and maintaining strong relationships with customers. This role requires a strategic approach to sales, excellent communication skills, and a commitment to customer success.

Why Team Cymru?

At Team Cymru, we are leaders in the Cyber Threat Intelligence space, serving the largest, most prestigious organizations in the world. Organizations like Microsoft, Cisco, Walmart, PWC, and Crowdstrike trust their security with Team Cymru’s data. The mission of Team Cymru is to save and improve human lives by delivering the most comprehensive threat intelligence available, anywhere.

We are looking for drivers, not passengers. To be successful in this role, we need people who say, “why not” vs “that’s impossible.” Drivers will be given a great amount of freedom in designing their go to market strategy and implementation of tactics they will use to win. They will be supported by a world class sales operations team and technology stack.

In this role, you will have a massive opportunity to sell new products to the wider market, outside of the Fortune 1000. The opportunity is large and untapped. It’s truly a greenfield opportunity that Team Cymru is making a concerted investment in tapping. You will be on the forefront of this effort. Additionally, you will work with the most prestigious organizations in the world, being a trusted partner, advisor, and advocate for our customers. Your goal will be to maintain and nurture these relationships to create long term and fulfilling partnerships. The following highlights the key responsibilities and qualifications to succeed in this role.

Duties/Responsibilities:

New Business Development:

• Meet or exceed assigned sales quota by selling net new Recon, Scout, and Feeds deals to prospective customers.
• Identify and qualify new business opportunities, convert leads into opportunities, and manage the sales pipeline in Salesforce.
• Prospect into assigned territory to generate new opportunities.
• Qualify and convert MQLs to sales opportunities.

Account Management:

• Execute renewals and upsell opportunities within existing commercial accounts to maximize revenue growth.
• Maintain ongoing communication with customers through Quarterly Business Reviews (QBRs), regular phone calls, emails, and in-person events to ensure customer satisfaction and retention.

Customer Onboarding and Enablement:

• Support customer onboarding and enablement processes to ensure successful adoption and usage of our products and services.
• Lead customer enablement initiatives, including onboarding, training sessions, and presentations on new use cases.

Salesforce Management:

• Record all sales activities and keep opportunity records up to date in Salesforce to maintain accurate sales forecasting and reporting.
• Utilize and maintain the MEDDPICC framework in Salesforce for both new deals and existing customers to drive sales effectiveness and pipeline management.

Customer Analytics and Insights:

• In conjunction with CST, establish and maintain a customer analytics division to leverage statistics and data for a quantitative understanding of customer behavior and preferences.
• Analyze customer data to identify trends, opportunities, and areas for improvement, and leverage insights to inform sales strategies.

Collaboration with Marketing:

• Collaborate closely with the Marketing team to convert leads generated through marketing efforts into sales opportunities.
• Provide feedback to Marketing on lead quality and effectiveness of marketing campaigns to optimize lead generation efforts.

Required Skills/Abilities:

• Strong understanding of sales processes, methodologies, and tools, including Salesforce.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work independently and collaboratively in a fast-paced environment.
• Analytical mindset with the ability to interpret data and make informed decisions.

Education and Experience:

• Bachelor’s degree in business administration, Marketing, or related field.
• Proven track record of success in B2B sales, preferably in a SaaS or technology industry.
• Experience in customer success, account management, or sales enablement is a plus.
• Experience in threat cyber intelligence industry is a must.

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Availability to travel up to 25%.

Location: Remote, West Coast U.S

Join Our Team

If you are a driven and customer-focused individual with a passion for sales and business growth, we invite you to apply for the Enterprise Account Executive position. This is an exciting opportunity to contribute to the success of our company and make a significant impact in the industry. Apply now and join our dynamic team!

Team Cymru offers a range of great benefits and perks for U.S. employees:

• We're a remote-first organization, so you can work from wherever you're comfortable.
• Enjoy 100% employer-funded health, dental, and vision benefits for yourself and your dependents.
• Take advantage of 4 weeks of Paid Parental Leave.
• Rest easy with life insurance coverage.
• Plan for the future with a 401(k) that includes employer matching.
• Earn rewards and bonuses for your hard work.
• Take a well-deserved break with a generous 28 days of vacation plus holidays.
• Wind down at the end of the year with a company break.
• Access the Employee Assistance Program 24/7.
• Stay fit with a Fitness Membership Stipend.
• Keep connected with a Telephone/Internet Service Fee Stipend.
• Invest in your professional growth with Career Development Training.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.

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