Enterprise Account Executive - TOLA

Territory Ownership

Manage a defined geographic patch (TOLA) with 20–40 enterprise accounts, accountable for both renewals and expansion/cross-sell opportunities.

Pipeline Creation

• Generate and sustain 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events;
• Leverage partners to accelerate—not originate—pipeline.

Deal Leadership

• Lead Command of the Message sales cycles valued at $250K–$1M+ ARR, with average sales cycles of 6–9 months and global pursuits extending 12+ months.

Qualification Discipline

• Apply MEDDPICC rigorously from first call through close—validating metrics, paper process, and mutual success plans at every stage. *No Champion? No Deal.*

Forecast Accuracy

• Inspect and manage deals weekly in Salesforce, Gong, and Clari; deliver monthly commits within ±10% accuracy.

Executive Engagement

• Build trusted C-suite and board-level relationships that transform risk-reduction conversations into multi-year platform agreements.

Quarterly Business Reviews

• Conduct QBRs with executive sponsors and key stakeholders to reinforce business value, secure renewals, expand adoption, and identify cross-sell opportunities.

Account Expansion

• Expand Absolute’s relationships within each customer organization—building multi-threaded connections across IT, Security, Compliance, Procurement, and Line-of-Business leaders to drive larger, longer-term platform commitments.

Internal Orchestration

• Lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.

Overachievement

• Consistently meet or exceed renewal and expansion targets as well as new logo ARR goals, unlocking uncapped accelerators and President’s Club recognition.

What You'll Bring

• 7+ years of enterprise SaaS or cybersecurity sales experience with consistent overachievement.
• Demonstrated ability to manage $250K–$1M+ ARR deals with long, complex cycles.
• Strong command of MEDDPICC and Command of the Message methodologies.
• Proven track record of driving renewals, expanding accounts, and closing multi-year agreements.
• Discipline in pipeline creation, sales process execution, and accurate forecasting.
• Excellent communication, executive presence, and cross-functional leadership skills.

Preferred Experience

• Background in cybersecurity, endpoint resilience, or SSE/DLP/MDR/MSSP sales.
• Experience selling into regulated industries (healthcare, financial services, energy, education).
• Established relationships with channel and OEM partners (e.g., Dell, Lenovo, HP).
• Proficiency with Salesforce, Gong, Clari, Microsoft Suite, ZoomInfo, and Demandbase.