Build and maintain strong relationships with prospective customers, from initial engagement through decision-makers and executive leadership.
Regularly engage with prospects to understand their business objectives, goals, decision-making processes, and budgeting cycles.
Collaborate closely with internal teams, including peer Account Executives, Customer Success, Enablement & Onboarding, and Service Delivery, to deliver exceptional value throughout the acquisition process.
Identify and develop new business opportunities aligned with prospects strategic goals, building a robust pipeline to support long-term growth.
Act as an advocate for prospective customers by responding promptly to their needs while maintaining high levels of engagement and satisfaction.
Develop deep expertise in all the company offerings and effectively communicate the company's value proposition to potential customers.
Drive pipeline generation and close new business each quarter, consistently growing the customer base and ARR.
Own and manage the full sales cycle from initial contact through contract negotiation and execution, ensuring a smooth handoff to the Customer Success team.
Travel regularly to meet with prospects and attend industry events to strengthen relationships and stay current on market trends.
Gather and share market intelligence, including competitive insights, prospect feedback, and potential customer use cases.
Requirements
Proven success in acquiring new customers and consistently exceeding sales quotas, with confidence engaging prospects at all organizational levels.
Demonstrated ability to build trust and credibility while navigating and closing complex, enterprise-level sales cycles.
Must Have:
5+ years of experience in quota-carrying sales roles within a high-tech environment, with a documented history of quota attainment and career progression.
Experience in a sales-oriented Customer Success role is a plus.
Proven success selling across multiple regions is a plus.
Bachelor's degree or equivalent experience.
Strong ability to articulate complex solutions and align them with customer business requirements.
Solid understanding of SaaS and Information Security; experience with mobile application security and/or WAF solutions is highly regarded.
Strong analytical skills with the ability to translate data into actionable insights.
Excellent follow-up, communication, and presentation skills.
Self-motivated learner with intellectual curiosity and the ability to multitask effectively in a fast-paced environment.
Experience working in both startup and large enterprise environments.
Formal sales training and experience with pipeline management methodologies.
