Enterprise Sales Account Executive, SLED (Midwest/Great Lakes)

About the Role

We are looking for a talented Enterprise Account Executive with a focus on expanding our SLED (State, Local, and Education) business to join our growing global team at Sectigo. This full-cycle sales role involves developing a pipeline of opportunities, identifying and managing opportunities, and closing deals within a major geographic area, all while working closely with and through Value Added Resellers (VARs) as part of Sectigo’s channel-driven sales strategy. This is a full-time, remote position, with the ideal candidate based in the Midwest/Great Lakes region, preferably residing in the greater Chicago, Minneapolis, Columbus, or Cleveland area.

Responsibilities

• Capture new accounts while retaining and growing business in existing accounts.
• Develop sales strategies, territory plans, and pipelines.
• Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals.
• Meet or exceed assigned sales quotas and revenue goals.
• Create and update a dynamic territory plan highlighting regional and vertical targets, marketing efforts, and channel partner strategies.
• Build and maintain relationships with channel partners, including providing sales training, account mapping, and collaborative selling opportunities.
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact to procurement.
• Prepare and deliver formal proposals and presentations to stakeholders, including C-level executives.
• Maintain thorough knowledge of Sectigo products and stay up-to-date on industry trends and technical developments.
• Travel more than 50% of the time to assigned regions and/or territories.

Requirements

• Bachelor’s degree and/or equivalent work experience is strongly recommended.
• Minimum of 3+ years of experience in quota-carrying enterprise sales with a proven track record of exceeding quotas.
• Minimum of 2+ years of experience selling cybersecurity solutions is strongly recommended.
• Current or prior experience managing SLED accounts, relationships, and new business is strongly preferred.
• Demonstrated success working with channel partners (Value Added Resellers), including building partnerships and leveraging co-selling strategies.
• Familiarity with sales engagement tools like Salesforce, Clari, SalesLoft, or ZoomInfo for tracking and managing sales activities.
• Experience with formal sales training (e.g., solution selling, territory planning, communication skills).

Skills

• Cybersecurity and Device Management: Experience with tools and technologies that support automated certificate lifecycle management, including integration with IAM and IGA platforms. Familiarity with automation platforms and practices that streamline device management tasks.
• Sales Execution: Consultative, solution-based sales approach; deep understanding of customer needs; ability to position Sectigo’s products effectively.
• Product Knowledge & Technical Engagement: In-depth technical knowledge of cybersecurity, IAM, and endpoint management products to engage with technical decision-makers.
• Strategic Vision & Market Awareness: Align sales efforts with Sectigo’s long-term objectives and adapt strategies to evolving customer needs and competitive pressures.
• Collaboration & Communication: Work closely with product, marketing, and engineering teams; exceptional communication skills to simplify complex technical concepts.
• Customer Relationship Building: Develop long-lasting relationships with customers, fostering trust and ensuring satisfaction while meeting sales targets.
• Personal Attributes: Team-oriented, results-driven, adaptable, and agile with an "athlete’s mentality" (e.g., resilience, perseverance, and teamwork from competitive environments).
• Highly motivated "hunter" mentality with strong prospecting, cold-calling, and deal-closing skills.
• Proven track record of consistent quota over-achievement and engaging with Fortune 500+ companies.
• Strong relationship-building skills, particularly with channel partners and C-level executives.
• Customer-focused mindset with excellent interpersonal, organizational, and communication skills (written and verbal).
• Proactive, resourceful, and comfortable in dynamic, process-building environments.
• High energy, driven, and goal-oriented with the ability to thrive in a fast-paced environment.
• Ability to deliver strong sales presentations.

Pay

The target compensation package for this role is between USD 200,000 and 240,000, with a 50/50 split between base salary and commissions (OTE). Adjustments may be made based on business needs, market trends, and assigned territory potential.