Enterprise Account Director

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.
Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform and an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.
Cobalt is an equal-opportunity employer, and we strive to build a diverse and inclusive workforce. At Cobalt, we aspire to engage with diverse individuals, communities, and organizations to continue to nurture our unique, rich, diverse culture. Join our team, and be your true self to do your best work.

Description

Win new enterprise logos for the leading Pentest as a Service platform. This is a hunter role: your primary mandate is opening and closing net-new accounts across US - North Central, with a secondary responsibility to expand within our install base. You will sell scoped, human-led pentesting to CISOs, AppSec leaders, and engineering buyers, backed by our vetted Cobalt Core community and a platform that gets customers testing in as little as 24 hours.

Your territory covers ND, SD, NE, KS, MN, IA, MO, MI, WI, IL, IN, OH, and KY, with anchor markets including Chicago, Minneapolis, Detroit, Columbus, Indianapolis, Kansas City, and St. Louis. You will own the full cycle, from territory planning and outbound prospecting through negotiation and close.

What You’ll Do

New logo acquisition (primary focus)

• Build and run an outbound-led pipeline engine in your territory, combining targeted prospecting, executive outreach, events, and partner-sourced opportunities.
• Research target accounts to identify triggers (compliance deadlines, audits, M&A, new product launches, security leadership changes) and map buying centers across security, product, IT, and engineering.
• Multi-thread new accounts from first meeting to close, navigating procurement, legal, and security review in complex organizations.
• Run discovery that ties pentesting to business drivers such as SOC 2, PCI, HIPAA, customer security questionnaires, and secure SDLC goals, then lead scoping conversations that convert to a first engagement.
• Negotiate and close enterprise agreements, structuring initial credit commitments that create a path to expansion.
• Meet prospects in person across the region (25% travel) to build trust and advance deals.

Expansion within the install base

• Partner with Customer Success to identify expansion opportunities in existing accounts: additional assets, new business units, and larger credit commitments.
• Drive renewals and upsell by connecting engagement results and finding trends to customer risk priorities.

Across the territory

• Build and execute territory and account plans that prioritize regulated industries (e.g., financial services, healthcare, and insurance), as well as manufacturing and SaaS.
• Collaborate with Solutions Architects, Customer Success, and Channel Partners to create value at every stage of the customer lifecycle.
• Forecast accurately and maintain rigorous pipeline hygiene in Salesforce.

You Must Have

• 5+ years of enterprise sales experience in SaaS or cybersecurity, with a proven new logo acquisition track record as the core of your background (required).
• Demonstrated success sourcing your own pipeline through outbound prospecting, not just working inbound or inherited accounts.
• A record of meeting or exceeding quota, with a majority of 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 your 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).

How You Work

• Curious, accountable, and collaborative. You adopt tools like automation, AI, and data insights to sell more effectively, and you take ownership of your number.

Why You Should Join Us

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US) or pension (EU)
• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)
• Leverage stipends for:
• Work-from-home equipment & wifi
• Make the most of our flexible, generous paid time off and paid parental leave

Pay Range Disclosure (For US openings only)

Cobalt is committed to fair and equitable compensation practices. On-target earnings (OTE) of $250,000 to $300,000 USD, split 50/50 between base salary ($125,000 to $150,000 USD) and variable commission ($125,000 to $150,000 USD). Commission is uncapped, with accelerators on new logo, plus equity. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. The salary range may differ in other states and may be impacted by proximity to major metropolitan cities.

Cobalt (the \"Company\") is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company’s policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.

Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Cobalt’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

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An \"Armed forces service medal veteran\" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.