Enterprise Sales Account Executive (West)

Sectigo is the most innovative provider of certificate lifecycle management (CLM), delivering solutions that help the world’s largest brands simplify how digital trust is managed and scaled. Sectigo’s automated, cloud-native CLM platform issues and manages digital certificates across enterprise environments, enabling organizations to reduce complexity, accelerate time to value, and strengthen security across environments. Sectigo is one of the largest, longest-standing, and most reputable CAs with more than 700,000 customers, including 65% of the Fortune 500. Sectigo holds six combined active leadership seats in the CA/Browser Forum and ETSI and brings two decades of delivering unparalleled digital trust.

About the role

The Enterprise Sales Account Executive achieves assigned sales quotas and contributes to the overall sales strategies within a major geographic area. This full-cycle sales role involves developing a pipeline of opportunities throughout the assigned territory, identifying and managing opportunities, and closing deals, all while working closely with and through Value Added Resellers (VARs) as part of Sectigo’s channel-driven sales strategy.

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

• 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 (strongly recommended).
• 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).
• Bachelor’s degree and/or equivalent work experience (strongly recommended).

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.
• Consultative Sales Approach: Apply a solution-based sales strategy, deeply understanding customer needs and positioning Sectigo’s products to address cybersecurity and device management challenges.
• Product Knowledge & Technical Engagement: Leverage 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, staying ahead of market trends and adapting strategies to meet evolving customer needs.
• Cross-functional Collaboration: Work closely with product, marketing, and engineering teams to align product offerings with customer needs and market demands.
• Communication Skills: Exceptional ability to simplify complex technical concepts for both customers and internal stakeholders.
• 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 a "hunter" mentality for prospecting, cold calling, and closing deals. High energy, proactive, and comfortable in dynamic environments.
• Enterprise experience with Fortune 500+ companies.
• Strong relationship-building skills, particularly with channel partners and C-level executives.

Pay

The targeted compensation package for this role is between USD 250K and 260K, with a 50/50 split (or other percentage) between base salary and commissions based on achievements. Adjustments may be made based on business needs, market trends, and assigned territory potential.

Schedule

This is a full-time and remote position, with the ideal candidate based in Southern California or the greater Phoenix area.