Principal Account Executive, Commercial (California)

For our client, we are seeking a Principal Account Executive, Commercial (California) to join the team of a leader in the Information Technology space. This remote role will focus on driving net-new commercial growth through the full sales cycle, with an emphasis on large-account territory development and strategic deal execution. The position partners closely with internal account teams and external channel relationships to build pipeline, advance opportunities, and close business. Success in this role will require strong executive presence, disciplined forecasting, and the ability to tailor solutions to complex customer needs in a competitive cybersecurity market. The role is best suited for a sales leader who can consistently win larger deals while maintaining a structured approach to qualification and territory planning. Location: Remote - US based candidates only, no visa sponsorship available Compensation: $176,000 – $242,000 annually Responsibilities Own the entire sales cycle from prospecting to closing deals Develop and execute a territory plan focused on net-new customer acquisition Coordinate effectively and proactively with the extended account team Engage with C-level prospects and establish strong business credibility Leverage partner relationships to enhance pipeline and expedite sales cycles Provide accurate sales forecasts and maintain transparent deal tracking Design and deliver tailored presentations and pricing proposals Qualifications 5-7 years of successful sales performance in cybersecurity, achieving or exceeding quotas Proven experience prospecting and building out a territory of large accounts Ability to close deals over $100K ACV consistently Strong knowledge of the cybersecurity industry and the company's product suite Extensive channel experience and established partner relationships Mastery of sales qualification methodologies such as MEDDPICC Demonstrated ability to drive results through strategic action Benefits Restricted Stock Units (RSUs) and Employee Stock Purchase Plan (ESPP) Flexible time off and gender-neutral parental leave Comprehensive medical, dental, and vision coverage 401(k) with company matching, life, and disability insurance Home office allowance and mobile phone reimbursement Wellness coach and gym reimbursement Our client is an equal opportunity employer. We encourage you to apply even if you don’t meet every qualification—your background could be exactly what this team needs.