Principal Account Executive, Commercial (West)

For our client, we are seeking a Principal Account Executive, Commercial (West) to join the team of a leader in the Information Technology space. This role will own the commercial sales motion across the West region, with a strong emphasis on new customer acquisition and account expansion. The position will partner closely with account teams and channel partners to build pipeline, advance complex deals, and engage senior executives in strategic conversations. Success in this role will be measured by strong forecasting discipline, consistent quota attainment, and the ability to represent the organization effectively in the cybersecurity market. Location: Remote - US based candidates only, no visa sponsorship available Compensation: $176,000 – $242,000 annually Responsibilities Own full sales cycles from prospecting to closing. Develop a territory strategy focused on new client acquisition and account expansion. Lead collaboration with the extended account team. Engage C-level executives in meaningful discussions. Cultivate partner relationships to enhance pipeline growth. Accurately forecast sales and manage deal reporting in Clari. Create and present detailed sales decks and pricing to prospects. Mentor and elevate team members while fulfilling an individual contributor role. Stay updated on cybersecurity market trends and competitors. Represent the organization at industry events and conferences. Qualifications 5-7 years in sales at a cybersecurity company, with a proven ability to overachieve quota. Demonstrated track record of closing $100K+ ACV deals. Strong proficiency with the company's platform and product suite. Deep understanding of channel partnerships and relationships. Mastery of MEDDPICC or a similar qualification methodology. Proficiency in Salesforce, Clari, LinkedIn Sales Navigator, Outreach, and Actively.ai. Bachelor's degree or equivalent experience. Benefits Equity options, including RSUs and ESPP. Flexible time off with paid holidays and sick leave. Gender-neutral parental leave and grandparent leave. Comprehensive medical, dental, and vision insurance. 401(k) with company matching contributions. Life and disability insurance options available. Employee Assistance Program (EAP) support. Home office and mobile phone reimbursement. Wellness coaching and gym reimbursement. Adoption and surrogacy reimbursement programs. 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.