Sr. Account Executive

Sr. Account Executive

LockThreat is seeking a Sr. Account Executive to drive revenue growth by winning new Mid-Market and Enterprise clients who prioritize Governance, Risk, and Compliance (GRC). This is a high-impact, quota-carrying role for a career sales professional with proven experience selling GRC, risk management, or compliance software to sophisticated buyers in regulated industries. The ideal candidate is both a relentless hunter and a trusted advisor, someone who thrives on building pipeline and closing deals, while also speaking the language of risk leaders, compliance officers, and executives. This person understands the stakes of GRC investment versus neglect, navigates complex buying groups across industries like financial services, government, and healthcare, and brings both intelligence and grit to every interaction. Beyond closing deals, this role provides input into LockThreat's GTM strategy and positions the Sr. AE as a respected voice at the leadership table.

Responsibilities

Sales Strategy & Leadership

• Own achievement of quarterly and annual revenue targets; consistently meet or exceed quota.
• Deeply understand LockThreat's ICP, buyer personas, and industry verticals where GRC is mission-critical.
• Provide strategic input to leadership on GTM strategy, positioning, and account prioritization.
• Actively participate in leadership discussions with a strong point of view on growth strategy, pipeline health, and competitive positioning.

Pipeline Generation & Deal Execution

• Prospect relentlessly to build a steady pipeline of Mid-Market and Enterprise accounts, using outbound campaigns, networking, events, and referrals.
• Own and manage the full sales cycle end-to-end from prospecting through discovery, business case development, negotiation, and close.
• Leverage consultative and value-based selling to demonstrate the operational and financial impact of investing in GRC.
• Customize pitches and proposals for different industries and personas, aligning to relevant frameworks (ISO 27001, NIST, HIPAA, SOC 2, FedRAMP, etc.).
• Influence multi-stakeholder buying groups including CISOs, Risk Officers, Compliance Leaders, CFOs, and IT executives.
• Attend key conferences and customer meetings, traveling as needed to advance strategic deals.

Cross-Functional Collaboration

• Partner closely with operations and implementation teams to ensure smooth client handoff and successful onboarding.
• Capture structured feedback from the field to inform product roadmap, pricing, and customer experience improvements.
• Align with growth and marketing teams on campaigns, messaging, and account-based initiatives.

CRM Discipline & Reporting

• Maintain rigorous CRM hygiene (Zoho) to ensure accurate pipeline forecasting and visibility.
• Provide clear, consistent reporting on activity, pipeline health, and forecasted revenue.
• Use insights from CRM and market feedback to refine pipeline strategy and improve win rates.

Experience & Qualifications

• 10-15 years of experience in SaaS sales, with a focus on Governance, Risk, and Compliance or adjacent categories (security, audit, risk management)
• Track record of closing five to six-figure+ deals with Mid-Market and Enterprise accounts
• Ability to prospect and self-generate pipeline at a high level
• Understanding of GRC frameworks, regulations, and compliance needs across financial services, healthcare, government, and other regulated sectors.
• Familiarity with how risk, compliance, IT, and finance personas make decisions and communicate business impact
• History of long tenure sales roles while consistently exceeding quota
• Skills & Attributes
• Consultative, value-based selling approach with strong business acumen.
• Strategic thinker with the ability to contribute to GTM planning at the leadership level.
• Ability to make every prospect interaction a "wow" moment. This is done through highlighting value, expertise, and credibility through insights, stories, and tailored recommendations rather than generic sales talk.
• Self-starter who thrives without waiting for permission, and who brings urgency and accountability to every deal.
• Exceptional communication, presentation, and executive engagement skills.
• Strong organizational discipline and commitment to CRM accuracy.
• Goal-oriented, with a relentless focus on results and continuous improvement.