OT Account Executive

Job Description

DirectDefense provides cybersecurity professional and managed services tailored to each client’s business, technology, and operational needs. Our team works closely with organizations to address security challenges, strengthen their defenses, and protect critical systems.

As a Senior OT Account Executive, you will drive growth by helping organizations identify and address cybersecurity risks within their Operational Technology (OT) environments. You will own the full sales cycle, from prospecting and discovery through proposal development, negotiation, and close. Working alongside our OT security specialists, you will build relationships with technical and business leaders, develop solutions aligned with customer priorities, and consistently meet or exceed sales targets.

We are seeking an experienced technology sales professional who brings initiative, sound judgment, and a disciplined approach to developing new business. This role offers the opportunity to help expand DirectDefense’s OT cybersecurity practice, build lasting customer relationships, and contribute to the development of our sales team.

Responsibilities:

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• Drive new business sales of OT cybersecurity services and solutions, managing the full sales cycle from prospecting through close.
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• Consistently meet or exceed quarterly sales quotas by developing new accounts and expanding opportunities within existing OT customers.
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• Conduct discovery calls with technical and business stakeholders to understand their OT environments, security priorities, operational requirements, and purchasing processes.
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• Partner with OT security specialists to develop proposals and deliver presentations that connect recommended services and solutions to customer needs.
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• Build and maintain a qualified pipeline across manufacturing, utilities, energy, chemicals, transportation, oil and gas, and other critical infrastructure sectors within your territory.
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• Build relationships with OT, engineering, plant operations, IT security, and executive stakeholders to align teams and advance complex sales opportunities.
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• Negotiate pricing, scope, and contractual terms in coordination with internal teams to close business.
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• Build long-term customer relationships and coordinate with delivery teams to support a smooth transition from sale to engagement.
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• Maintain accurate account records, opportunity details, pipeline updates, and sales forecasts in Salesforce to manage your territory effectively.
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Qualifications:

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• At least 5 years of technology sales experience, preferably selling cybersecurity services or solutions.
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• At least 2 years of experience selling to, supporting, or working in Operational Technology (OT) environments across manufacturing, utilities, energy, chemicals, transportation, oil and gas, or other critical infrastructure sectors.
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• Demonstrated success identifying new business opportunities, building a pipeline, and closing complex sales in a competitive market.
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• A proactive approach to prospecting and developing new accounts, supported by strong follow-through and accountability for results.
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• Ability to work independently, manage a territory, and contribute to a small, collaborative sales team in a fast-paced environment.
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• Strong relationship-building and communication skills, with the ability to engage technical stakeholders and senior business leaders.
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• Strong organizational skills, including the ability to prioritize opportunities, maintain accurate forecasts, and manage multiple sales cycles.
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• Experience using Salesforce or a comparable CRM to manage opportunities, track activity, and maintain pipeline visibility; Salesforce experience preferred.
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