Account Executive - Chicago
About Black Kite
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We provide security and business leaders with a continuous, outside-in view of their entire vendor ecosystem, translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence. Beyond open standards-based cyber ratings, Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has consistently received recognition from both customers and industry analysts.
WHY BLACK KITE
We are a fast-moving, high-impact team addressing one of the most critical challenges in cybersecurity today. If you're seeking meaningful work alongside talented, collaborative colleagues and want to grow your career in a space that matters, Black Kite is the right place for you. This role offers the chance to own the full sales cycle for small and mid-sized businesses in the Chicago and Midwest territories, bringing Black Kite's unique solution to security and risk leaders who need a smarter way to manage vendor exposure.
THE OPPORTUNITY
As a Commercial Account Executive covering Chicago and the Midwest, you will be responsible for the entire sales process, from initial contact to closing deals. Your role involves bringing Black Kite's third-party cyber risk management platform to security and risk leaders who need a smarter way to manage vendor exposure. This opportunity aligns with a category leader, offering a defined territory with real growth potential, a product that addresses a critical business need, and a supportive leadership team committed to your development.
What You'll Own
Full sales cycle ownership: prospect, qualify, advance, and close net-new business across the Chicago/Midwest territory
Pipeline development: build and maintain a healthy, active pipeline of qualified SMB opportunities through outbound prospecting, channel partnerships, and marketing-sourced leads
Executive engagement: navigate and sell into security and risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) as well as operational buyers
Channel collaboration: partner with regional channel partners to co-sell and expand market coverage across the territory
Forecast accuracy: maintain clean, current opportunity documentation in Salesforce and deliver reliable forecast reporting to leadership
Cross-functional partnership: work closely with Sales Engineering, Marketing, and Customer Success to move deals forward and set customers up for long-term success
Feedback loop: bring field intelligence back to Marketing and Product — your conversations with prospects shape how Black Kite goes to market
What You Bring
3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics with a track record of hitting or exceeding quota
Experience selling to security or risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) at the SMB or commercial level
Consultative selling approach: you lead with the customer's problem, not the product pitch
Strong regional network in Chicago and the broader Midwest—existing relationships with end-users or channel partners is a plus
Comfortable managing a high-velocity pipeline across multiple simultaneous opportunities
Skilled at navigating multi-stakeholder deals and building relationships across levels of an organization
Clean Salesforce hygiene and strong organizational discipline
Clear, confident communication—written, verbal, and in front of an executive audience
Bachelor's degree or equivalent professional experience
Preferred: prior experience in the cybersecurity or third-party risk management space, familiarity with TPCRM, vendor risk, or compliance-driven sales cycles, established relationships with MSSPs, VARs, or regional channel partners in the Midwest, experience using sales engagement tools (Outreach, Salesloft, or equivalent) alongside Salesforce
The expected total compensation range for this role is $180,000-$210,000 (base pay + commission).
Compensation at Black Kite extends beyond base pay with performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings.