Account Executive

Job Description

Job Title : Account Executive (Channel Accounts – MSP/MSSP/VAR)

Location : Remote. Hub City Northeastern US: NY, Boston, Philadelphia, DC.

About DefensX

DefensX instantly converts any browser tab into a Zero-Trust workspace for employees and AI agents; no browser switch, no friction. It layers ZTNA-grade remote data access, Remote Browser Isolation, policy-aligned DLP with real-time PII and prompt inspection, and six AI-powered tiers of phishing resistance that neutralize threats on contact. An adaptive AI engine continuously maps user behavior, auto-tunes defenses, and launches autonomous micro-trainings in seconds. Enterprises gain 360° protection that accelerates safe AI adoption, eliminates VPN/VDI drag, collapses tool sprawl, and scales security effortlessly as they grow.

We’re a fast-growing company with a passionate team driving innovation in the secure browser category. Our sales and engineering experts work hand-in-hand with channel partners and their customers to deliver results. Recognized with multiple awards this year, DefensX is setting the pace in a rapidly expanding market. As we continue to grow, we’re looking for driven, like-minded people to join our team and help shape the future of cybersecurity.

Job Description

We’re looking for a "closer" based in the North Eastern US, with a focus on expanding our channel business, particularly through MSP, MSSP and VAR partnerships. If you're passionate about your career and have a proven track record of building and managing a successful book of MSP/MSSP/VAR accounts, we want you on our team.

You will be responsible for identifying, developing, and managing relationships with MSP, MSSP and VARs to drive revenue growth in North America with potential to expand internationally. You will work closely with partners to help them understand, adopt, and integrate the DefensX Secure Web Browser suite of products into their service offerings, driving joint business success.

Responsibilities

• Channel Growth : Identify and onboard new MSP/MSSP and VAR partners to expand our channel presence in the cybersecurity market.
• Partner Management Lifecycle : Build and maintain strong relationships with MSP/MSSP/VAR/SI partners, ensuring they are equipped to successfully promote and sell our cybersecurity solutions.
• Sales Strategy : Develop and execute go-to-market strategies with MSP and MSSP partners to drive mutual success and achieve revenue targets.
• Enablement : Provide sales and technical training to partners, ensuring they have the knowledge and resources needed to effectively sell our solutions.
• Co-selling : Collaborate with partners on joint sales opportunities, providing support during the sales cycle and helping close deals.
• Revenue Generation : Drive channel revenue growth by identifying new sales opportunities, negotiating contracts, and managing partner sales pipelines.
• Market Intelligence : Stay up to date on the latest industry trends, cybersecurity threats, and MSP/MSSP market dynamics to inform strategic decisions.
• Partner Marketing : Work with our marketing team to develop joint marketing campaigns, events, and webinars that promote the value of our solutions through the MSP/MSSP/VAR channel.
• Reporting and Forecasting : Maintain accurate records of partner performance, pipeline management, and sales forecasts through CRM tools (ie; HubSpot).
• Cross-functional Collaboration : Work closely with internal teams, including product, marketing, and sales engineering, to align on partner needs

Qualifications

• 3-5+ years of experience in channel sales or account management, specifically within the cybersecurity, IT, and/or SaaS industries.
• Familiar with MEDDIC/MEDDPIC and/or Sales as a Science Methodologies.
• Proven track record of managing MSP and MSSP partnerships, driving channel growth, and achieving sales targets.
• Understanding of the MSP/MSSP and channel business model, including how managed services are structured, delivered, and sold.
• Strong knowledge of cybersecurity solutions, such as firewalls, threat detection, endpoint protection, and security operations.
• Excellent communication and interpersonal skills, with the ability to build and maintain long-term partner relationships.
• Experience developing and executing go-to-market strategies for channel partners.
• Proficiency in CRM tools (e.g., Salesforce, HubSpot) and partner management platforms.
• Ability to work in a fast-paced, target-driven environment with a focus on results and growth.
• Willingness to travel to industry events and customer sites. Up to 60%.

Preferred Qualifications

• Bachelor’s degree in business, marketing, IT, or a related field.
• Experience working with SaaS cybersecurity solutions, including cloud-based security platforms, EDR, AV, SIEM, or identity and access management (IAM) solutions.
• Established network within the MSP/MSSP community and experience collaborating on joint sales and marketing initiatives.
• Familiarity with tools commonly used by MSPs such as PSA and RMM.

What We Offer

• Competitive base salary with an uncapped commission structure.
• Opportunity for equity.
• Health benefits.
• Remote work flexibility and a supportive work environment based on mutual respect that embraces diversity.
• Professional development opportunities, including certifications and training in cybersecurity and channel sales.
• Collaborative culture focused on innovation, teamwork, and growth.
• Opportunity to make a significant impact in the fast-growing field of cybersecurity with a dynamic up-and-coming company and a motivated team.