Enterprise Account Executive

About Us Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do. About The Role We are looking for a talented, highly motivated Enterprise Account Executive on the East Coast US who will be responsible for managing the full sales cycle with our prospects. We would expect the successful candidate to bring new ideas to the table to develop and refine our enterprise sales strategy, map out a sales organization and process and close new deals. This position will report directly to the Director of Sales. This is a hybrid role based in New York, with the expectation to work from our Manhattan office several days a week. Own the full sales cycle, from identifying customers\' needs to delivering consultative-based, ROI-driven value proposition in the context of a SaaS solution. Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals. Develop strong, long-lasting relationships with Fortune 500 clients and their executives. Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process. Possess a comprehensive understanding of Panorays solution and connect that knowledge directly to our customers\' needs. Proactively build and identify opportunity signals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.). Act as a trusted advisor to the C–Suite and other senior executives. Develop account strategies by identifying the strongest use-case(s) to maximize the customers\' value from the Panorays solution. Work closely with customer success to close upsell opportunities with existing customers. Experience & Skills 7+ years experience working in a direct sales role at a B2B enterprise SaaS, particularly within the Cyber Security space. Familiarity with the industry\’s certifications, regulatory requirements, compliances, and frameworks in Privacy, Third-Party Risk, or GRC. Exceptional relationship-building skills to establish trust and credibility with enterprise-level clients. Proven ability to nurture long-term relationships, navigate complex org structures, and build a strong network within your accounts. A successful track record of selling solutions into Fortune 500 companies. A familiarity with prospecting new accounts and building a pipeline through your own outbound efforts. Strong expertise in delivering compelling product demonstrations that effectively communicate value propositions, features, and benefits. Experience negotiating and navigating contracts and legal discussions. Experience using Salesforce, Outreach, Gong, and Linkedin Sales Navigator. Self-starter, energetic, adaptable, inquisitive, and excited to work in a start-up environment and with a “can do” attitude. Superior customer-facing and presentation skills with the ability to establish credibility with executives. About You Results-Oriented & Strategic Closer - You’re driven by impact and know how to own complex sales cycles end-to-end, from discovery and value mapping to tailored demos and contract negotiation. Relationship-First Mindset - You build and nurture trust with senior stakeholders, turning conversations into long-term partnerships and growth opportunities. Business-Savvy & Value-Driven - You connect technical solutions to business outcomes, crafting ROI driven narratives that resonate with C-level executives. Technically Fluent Communicator - You’re comfortable discussing cybersecurity, GRC, and third-party risk — and translating those concepts across both technical and business audiences. Resilient & Startup-Ready - You thrive in a high-growth, fast-paced environment, bringing energy, grit, and ownership to everything you do. For positions in New York City, we offer an OTE range $280,000 - $310,000, plus equity, variable/incentive compensation and benefits. Sales positions generally offer a competitive On-Target Earnings (OTE) incentive compensation structure. Please note that the base salary range is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies and work location. Company benefits include health, dental and vision insurance, 401(k), and paid leave. Seniority level Mid-Senior level Employment type Full-time Job function Sales, Strategy/Planning, and Business Development Industries: Software Development, Computer and Network Security, and Technology, Information and Media We’re unlocking community knowledge in a new way. Experts add insights directly into each article, started with the help of AI. #J-18808-Ljbffr