Enterprise Account Executive Cybersecurity

About the role

The Enterprise Account Executive will play a pivotal role in driving strategic growth for large enterprise clients. This is not a transactional sales role but rather one that involves partnering with C-level leaders to transform how they manage cyber risk.

Responsibilities

• Own the enterprise sales cycle from prospecting and qualification to negotiation and close.
• Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments with enterprise goals.
• Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners.
• Drive platform adoption, moving 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 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).
• 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

• Exceptional communication and presentation skills.
• Strong problem-solving and analytical abilities.
• Ability to work independently and as part of a team.
• Passion for cybersecurity and a desire to make a difference.

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 position.

Equal Opportunity Employer

We are committed to providing 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.