The Opportunity
runZero is looking for an exceptional Account Executive, SLED to join our Public Sector team! You will report to the Director of Public Sector Sales and will help drive very impactful revenue and growth.
runZero has enjoyed incredible customer acquisition in SLED, and we are excited to be hiring our first two account executives solely dedicated to the SLED market. You will work with our existing SLED customer base and execute a plan to expand both within those customers and acquire new customers across half of the US. This is a unique opportunity for an experienced SLED seller to hit the ground running with a meaningful installed base and a valuable and differentiated product.
What You’ll Do
- Demonstrate a deep understanding of runZero and articulate its value to both Security and IT/OT teams
- Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships with customers
- Drive a targeted customer acquisition plan across your territory
- Identify opportunities and drive deals through full sales cycle: prospecting, through deep discovery and qualification, presentations, demos, POVs, business justification, legal review and procurement, to progress deal to closure
- Navigate and close complex opportunities in a ‘land and expand’ model, utilizing our value-selling framework and MEDDPICC forecasting methodology
- Develop and close business to consistently meet or exceed quarterly sales quotas
- Maintain accurate pipeline management in SFDC with highly proficient forecasting
- Build effective cross-team relationships with Sales Engineering, Customer Success, Marketing, Engineering and our Executive team to successfully team sell and ensure strategic alignment
- Develop and grow relationships with strategic VARs in region
- Be an excellent team player and mentor to your teammates inside and outside the department
- Leverage your extensive network of CISOs, and cybersecurity ICPs to find and generate new business opportunities
Skills You Have
- 10+ years of selling enterprise security software to SLED accounts with a strong track record of exceeding sales targets
- Successful track record of growing footprint and revenue within customer base through a land & expand model through a customer-first mentality and selling value
- Skill in negotiation with State/Local Governments, K-12 and Higher Education to close complex sales
- Developing mutually beneficial partnerships within a partner ecosystem
- Building strong relationships with highly technical customers
- Discovery and Qualification are a strength
- Ability to partner cross-functionally to ensure a collaborative customer engagement approach
- Excellent communication skills and comfortable creating and delivering effective presentations
- The ability to work independently yet the humility to take coaching
- Grit - experience working and winning in an early stage start-up environment without all of the resources and headcount available at much larger organizations
- Hunter mentality - understanding and experience successfully executing on an outbounding strategy without reliance on a BDR
- Experience utilizing a value-selling framework and MEDDPICC throughout the sales process
- Proficient with a standard SaaS seller’s tech stack (SFDC, SalesNav, Gmail etc.)
Salary Range
runZero values transparency in the hiring process. According to our market data, we’re expecting this role to come in at a range of $270k - $300k OTE, plus stock options. We know that the talent market is always in flux, so please let us know if you believe we have advertised this role at the wrong salary band.
For more information on what it's like to work at runZero, please visit our employee spotlight page!
