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Filigran is a global cybersecurity company founded in 2022, offering open-source, AI-powered solutions for Continuous Threat Exposure Management (CTEM). The company's eXtended Threat Management (XTM) platform combines threat intelligence, exposure validation, and cyber risk reduction to help organizations understand and act on their threat landscape.
You will join the Go-to-Market team as Senior Account Executive for the Government vertical in the ANZ region. This is a full-cycle sales role where you own the entire enterprise sales process—from prospecting and pipeline generation through negotiation and close. You'll build and execute a territory strategy focused on sustainable long-term growth, targeting strategic opportunities valued at $200K+ ARR within the Government sector.
Key responsibilities include:
- Owning the full enterprise sales cycle with a focus on Government accounts in ANZ
- Building pipeline through outbound prospecting, executive networking, partner engagement, events, and referrals
- Developing executive relationships, identifying champions, and navigating complex buying committees
- Managing long sales cycles and multiple stakeholders for deals $200K+ ARR
- Leveraging AI tools and methodologies to enhance prospecting, account planning, and sales execution
- Collaborating with Solutions Engineers, Customer Success, Marketing, Product, and Partners
- Maintaining accurate forecasting, CRM hygiene, and applying MEDDIC principles
- Contributing to continuous improvement of sales processes and team performance
You'll report to the Regional Director, ANZ, and work in a remote-first, highly collaborative environment with teams across Europe, North America, and APJ.
Filigran values Cohesion, Openness, Responsibility, and Equity (CORE). The company offers competitive compensation with equity, 25 days PTO, volunteer days, remote-first flexibility, and two annual in-person team gatherings.
REQUIREMENTS:
- Minimum 5 years of experience in complex B2B enterprise software sales
- Minimum 10+ years of experience selling into the Government space across ANZ
- Proven track record of closing $200K+ ARR new business opportunities
- Strong ability to develop executive relationships, build champions, and navigate complex enterprise buying committees
- Experience building pipeline through outbound prospecting, executive networking, partnerships, referrals, and events
- Knowledge of MEDDIC, Challenger Sale, or similar enterprise sales methodologies (strong MEDDIC experience is a plus)
- Comfortable leveraging AI-powered tools (LLMs, copilots, automation) to improve productivity, research, account planning, and customer engagement
- Strong interest in AI and its applications in cybersecurity
- Business acumen with understanding of today's cybersecurity landscape; previous cybersecurity sales experience is a plus but not required
- Entrepreneurial mindset with strong sense of ownership, accountability, curiosity, resilience, and coachability
- Comfortable operating in a fast-paced, remote-first, highly collaborative environment
- Passionate about delivering long-term customer value beyond the initial sale
- French language skills are a plus
