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Delinea is a cloud-native Identity Security Platform that uses AI-powered intelligence to secure human and machine identities across modern enterprises. The company enables organizations to discover all identities, assign appropriate access levels, detect irregularities, and respond to threats in real-time.
You will be a Commercial Account Executive responsible for driving net new sales into a geographic territory focused on Commercial Accounts (companies with annual revenue of $1 billion or less). This is a fully remote position with a strong promote-from-within culture offering clear career advancement opportunities.
Key Responsibilities:
- Identify, develop, and close new logo acquisition opportunities to drive market share and revenue growth
- Achieve assigned revenue targets by selling Delinea's solutions to Mid-Market customers and non-installed accounts
- Provide leadership to cross-functional account teams including sales, presales specialists, professional services, and customer success
- Extend strategic customer relationships to expand business opportunities
- Manage the entire sales cycle from identifying business initiatives through negotiation and close
- Forecast and assess revenue opportunities with accuracy
- Investigate and solve internal business challenges of potential clients
- Build high-level executive relationships to support long-term partnerships
- Tailor value propositions based on in-depth research of business conditions and territory knowledge
- Deliver clear messaging and communicate product uniqueness to prospects
Requirements:
- 2+ years of experience and accomplishment in B2B SaaS software sales
- Proven track record as an avid hunter who consistently exceeds quota
- Experience working with channel partners and alliance ecosystems
- Proficiency with sales automation applications, particularly Salesforce forecasting and reporting
- Familiarity with sales process frameworks, specifically MEDDPICC
- Exceptional communication and presentation skills
- Self-starter with strength as a high-performing individual contributor
- Works effectively in goal-driven team environments
- Ability to understand and leverage organizational structure and dynamics
- Experience in cybersecurity industry preferred; Privileged Access Management or Identity Access Management experience a plus
- Bachelor's Degree preferred
