Senior Major Account Executive - Bay Area

About the role

We have an opportunity for a Senior Major Enterprise Account Executive to join our West New Logo Sales team, reporting to the Regional Director of the West New Logo team. In this pivotal role, you will focus on acquiring new accounts, generating new leads, and converting them into customers. This includes owning and coordinating all aspects of the sales cycle. Our most successful salespeople in this role have a hunter mindset and an entrepreneurial spirit while acting ethically and transparently.

This role requires a proactive approach to sales, with a focus on generating new leads and converting them into customers. You’ll collaborate closely with the BDR, Field Marketing, Solutions Architecture, and WEST Sales Team within the Bay Area.

Responsibilities

• Collaborate with your local team to build a comprehensive territory and account plan
• Drive new business opportunities in networking, security, and cloud solutions
• Identify and pursue new opportunities through sales-specific actions, marketing, and channel efforts
• Engage in 8-10 new business customer interactions per week
• Initiate contact with prospects across multiple personas (networking, security, cloud) through cold calls, emails, and networking
• Develop and execute strategies to generate new business leads with a combination of marketing, channel, and personally-driven campaigns
• Utilize prospecting tools like ZoomInfo, LinkedIn Sales Navigator, and Highspot Digital Sales Rooms
• Conduct expert discovery and apply the MEDDPICC deal qualification framework
• Follow established sales recipes, including workshops and assessments
• Conduct one Security Workshop per month and seven Security Assessments per year
• Reach the economic buyer by leveraging business value assessments and business cases (all new logos over 50K should have a BVA)
• Hold at least 2 partner meetings per week with resellers, Hyperscalers, and tech alliances
• Leverage the Hyperscalers and transact at least 1 deal per quarter through a Hyperscaler marketplace
• Maintain forecasting accuracy within plus/minus 10% using AI-driven forecasting, customer engagement insights, and automation
• Hand off closed wins to the Major Account Manager team after 30 days

Requirements

• Minimum 7 years of successful technology sales, preferably in a hunter role focused on new business acquisition
• References from C-levels in at least 3 accounts where you have successfully broken in with a portfolio of products
• Proven track record of:
  • Meeting and exceeding sales targets
  • Opening Fortune 1000 (or like-size) accounts with 6-figure ACV deals
  • Building C-level relationships
  • Disrupting incumbent technologies and challenging the status quo by selling emerging technologies
  • Cultivating Partner ecosystems, including channel, hyperscaler, and tech alliances
  • Selling a portfolio of products in multi-stakeholder customer engagements (Economic Buyer, CIO, CISO, Finance, Risk/SecOps, etc.)
  • Value selling, including using advanced business value assessments (BVA) or ROI models
• Proficient with CRM software and other sales tools (Salesforce.com, Clari, Highspot, LinkedIn Sales Navigator, ZoomInfo / 6sense)
• Demonstrated data-driven approach to account management, using AI-assisted insights, forecasting, and automation
• Excellent communication skills and highly self-motivated
• Work remotely from home office in S. California, AZ, NM, NV, or UT; travel required up to 25%
• Bachelor’s degree

Path to Success

First 90 Days: Immerse in our culture, connect with mentors, and map the systems and stakeholders that rely on your work.

Six Months: Be confident delivering POC and webinars, as well as communicating our value proposition to new and existing customers. Participate in 8-10 customer meetings a week, created through your individual prospecting, partner networking, and pipeline generation in conjunction with the Marketing and BDR team.

One Year: Have built a target pipeline of 3X your current quota. Deliver consistent quarterly results against quota attainment. Have built a network of external champions across your territory and target accounts.

Benefits

• Comprehensive health coverage, generous PTO, and flexible work options
• Learning opportunities, career-mobility programs, and leadership workshops
• Sixteen paid volunteer hours each year, global employee resource groups, and a “No Jerks” policy that keeps collaboration healthy
• Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations
• Charitable Giving Program supported by Company Match

Pay

Base salary for this position: $150K - $160K plus commissions. We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications.