SlipstreamJobs tracks this role from the company's public career site. Apply directly on the employer's site.
Salary: USD 125,000 - 150,000 / annual
Cobalt is seeking an Enterprise Account Director to drive new logo acquisition for its leading Pentest-as-a-Service platform. This is a hunter-focused sales role covering the US North Central territory (ND, SD, NE, KS, MN, IA, MO, MI, WI, IL, IN, OH, KY), with anchor markets in Chicago, Minneapolis, Detroit, Columbus, Indianapolis, Kansas City, and St. Louis.
You will own the full sales cycle for enterprise pentesting engagements, from territory planning and outbound prospecting through negotiation and close. Your primary mandate is opening net-new accounts; expansion within the install base is a secondary responsibility. You will sell scoped, human-led pentesting services to CISOs, AppSec leaders, and engineering buyers, leveraging Cobalt's vetted community and platform that enables testing in as little as 24 hours.
Key responsibilities include:
- Building and running an outbound-led pipeline engine combining targeted prospecting, executive outreach, events, and partner-sourced opportunities
- Researching target accounts to identify triggers (compliance deadlines, audits, M&A, security leadership changes) and mapping buying centers across security, product, IT, and engineering
- Multi-threading new accounts from first meeting to close, navigating procurement, legal, and security review in complex organizations
- Running discovery that ties pentesting to business drivers (SOC 2, PCI, HIPAA, customer security questionnaires, secure SDLC goals) and leading scoping conversations that convert to first engagements
- Negotiating and closing enterprise agreements with initial credit commitments that create expansion paths
- Meeting prospects in person across the region (25% travel) to build trust and advance deals
- Partnering with Customer Success to identify expansion opportunities in existing accounts
- Building and executing territory and account plans prioritizing regulated industries (financial services, healthcare, insurance) and manufacturing/SaaS
- Collaborating with Solutions Architects, Customer Success, and Channel Partners
- Maintaining accurate forecasting and pipeline hygiene in Salesforce
Requirements:
- 5+ years of enterprise sales experience in SaaS or cybersecurity with a proven new logo acquisition track record (required)
- Demonstrated success sourcing your own pipeline through outbound prospecting, not just working inbound or inherited accounts
- Record of meeting or exceeding quota with majority attainment from net-new business
- Experience closing complex, multi-stakeholder deals with $100K+ ACVs and 90-180 day sales cycles
- Experience selling to CISOs, AppSec leaders, or engineering buyers
- Ability to expand and renew within an install base while keeping new logo as priority
- Residence within the territory (or willingness to be based there)
- Nice to have: experience selling pentesting, AppSec, or compliance-driven security (SOC 2, PCI, HIPAA)
