Enterprise Account Executive Cybersecurity

About the role

Defy Security is seeking a proven Enterprise Account Executive to drive strategic growth across large enterprise clients. This role involves partnering with C-level leaders to help them transform how they manage cyber risk, working with leading security technologies, building executive relationships, and delivering measurable business outcomes.

Responsibilities

• Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations.
• Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals.
• Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners.
• Drive platform adoption — move customers from point products to integrated cybersecurity architectures.
• Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes.
• Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation.
• Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin.
• Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.

Requirements

• Enterprise seller with 8–12 years of quota-carrying experience (6+ for exceptional talent) in cybersecurity, SaaS, or complex technology solutions.
• Demonstrated track record of exceeding quota and closing 6–7 figure enterprise deals with Global 2000 or Fortune 500 clients.
• Skilled in consultative, value-based selling, framing cybersecurity as a business enabler (ROI, TCO, compliance, and risk reduction).
• Strong C-Suite engagement skills and the ability to multi-thread relationships across technical and business stakeholders.
• Experience working in or with Value-Added Resellers (VARs) and co-selling with OEM and channel partners.

Qualifications

• Deep understanding of the cybersecurity ecosystem: network, data, cloud, IAM, endpoint, and threat prevention solutions.
• Experience leading platform consolidation or vendor rationalization initiatives.
• Ability to read and align to customer financials (10-Ks, board priorities, etc.).

Skills

• Consultative selling methodologies
• Value-based selling
• Executive relationship building
• Platform adoption and integration
• Financial analysis and alignment

Benefits

• Competitive base salary plus uncapped commissions
• Comprehensive benefits (medical, dental, vision, 401(k) with match, tuition assistance, unlimited PTO)
• Remote work flexibility and entrepreneurial autonomy
• A high-performance, inclusive culture that celebrates collaboration and results

Pay

• Competitive base salary plus uncapped commissions

Schedule

• Full-time

Equal Opportunity Employer

Defy Security is an Equal Opportunity Employer committed to diversity, inclusion, and equity. We prohibit discrimination of any kind and provide equal employment opportunities to all applicants and employees regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We welcome applicants from all backgrounds who share our commitment to excellence and innovation.