Enterprise Account Executive

Trustmi is looking for an experienced Enterprise Account Executive to join our sales team. The ideal candidate for the role will have the following skillset:

• Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance for pillars of demand generation: AE prospecting, SDR, Marketing and Customer referrals.
• Good qualifier: Ability to uncover / discover customer problems pains.
• Good presenter: ability to present and demonstrate value based off customer pain points..
• Disciplined in sales methodology / time management: Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing quality.
• Discipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities.
• Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholders.
• Ability to extract, document and organise lessons, knowledge and information about customers.
• Ability to guide internal stakeholders through their own internal buying processes.
• Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organisations.
• Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.

What you will do

• Sell Trustmi solutions to your defined territory with the goal to overachieve new annual recurring revenue quota.
• Work enterprise accounts (more than $1B revenue ) from initial conversations through signing a contract and up-selling once they're a customer.
• Prospect and generate new business opportunities with enterprise accounts to supply enough pipeline for them to hit sales targets.
• Work with Customer success to ensure a timely renewal and expansion sale opportunities.
• Continually document results and maintain accurate data across all sales systems (Hubspot,Gong).
• Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritisation to close more revenue.

Requirements

• Enterprise Account Hunter: Demonstrated 3+ years of direct (vs. overlay) enterprise experience prospecting, closing new logos and growing major accounts against incumbents.
• Skill in negotiating with large organisations and closing complex sales.
• Proven performer with consistent over quota performance and/or top 5% of sales org.
• Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
• Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel.
• BS/BA degree or equivalent work experience.