Enterprise Account Executive Cybersecurity

What You’ll Do

• 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.

Who You Are

• 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.
• Thrive in a fast-growth, entrepreneurial environment where initiative and collaboration are valued.

Bonus Points

• 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.).

Who You’re Selling To

• You’ll engage enterprise customers across highly regulated and mission-critical industries such as financial services, healthcare, insurance, retail, and critical infrastructure, where cybersecurity is central to business continuity and trust.

Why Defy Security

• Defy Security is a nationally recognized cybersecurity Value-Added Reseller (VAR) that combines agility, deep expertise, and a client-first approach to help enterprises optimize their security investments.
• Customers choose Defy for our consultative partnership, vendor-agnostic expertise, and speed of execution — all backed by an award-winning culture recognized as a Great Place to Work®.
• We Offer 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
• Equal Opportunity Commitment