Account Executive, Mid-Market - California (Remote)

Come join the leader in cyber third-party risk intelligence! Black Kite gives organizations a comprehensive, real-time view into cyber ecosystem risk so they can make informed risk decisions and improve business resilience while continuously monitoring more vendors, partners, and suppliers in an ever-changing digital landscape. Through an automated process, and a combination of threat, business and risk information, Black Kite provides cyber risk intelligence that goes beyond a simple risk score or rating. Black Kite serves more than 3,000 customers in a wide range of industries and has received numerous industry awards and recognition from customers.


Looking to work with the best folks in cyber third-party risk management? We are seeking a motivated West Coast based Account Executive (AE) to drive new business and revenue growth within commercial and mid-market accounts. This role manages the full sales cycle, from prospecting and pipeline development to closing deals. The ideal candidate is eager to build relationships, grow expertise in cybersecurity, and consistently contribute to meeting and exceeding sales goals.

Key Responsibilities

• New Business Sales Generation: Generate new business by targeting and managing commercial and mid-market customer accounts.
• Sales Process Management: Manage the full sales cycle, including prospecting, qualifying opportunities, leading product demonstrations, and closing deals.
• Collaboration with Teams: Partner with sales engineering, channel, and customer success teams to deliver a seamless onboarding and customer experience.
• Pipeline Development: Build and maintain a healthy sales pipeline, converting qualified leads into closed opportunities.
• Customer Engagement: Develop and nurture relationships with decision-makers and key contacts in commercial accounts to drive growth and retention.
• Channel Partner Support: Collaborate with Channel Managers and reseller partners by engaging in joint sales activities and supporting partner-led opportunities.
• Reporting and Forecasting: Maintain accurate account and opportunity information in Salesforce (SFDC), contribute to forecasts, and participate in business reviews.
• Market and Field Collaboration: Share customer feedback and market insights with Marketing and Product to support future growth initiatives.

Qualifications

• 4+ years of sales experience, ideally in cybersecurity, SaaS, or IT solutions, with a focus on mid-market accounts.
• Understanding of the sales process and ability to manage a book of commercial business.
• Strong customer-facing and presentation skills.
• Ability to identify customer needs and align them with Black Kite's value proposition.
• Organized, detail-oriented, and able to manage multiple deals at once.
• Familiarity with Salesforce or other CRM systems.
• Demonstrated ability to achieve or exceed sales targets.
• Team-oriented mindset and eagerness to collaborate across sales, marketing, and product functions.

The expected total compensation range for this role is $160,000-$200,000 (base pay + commission). This role is eligible for equity as well. Actual compensation will depend on factors such as experience, skills, and location.