Enterprise Account Executive

SecuriThings provides clarity and security to enterprises running thousands of physical security devices without visibility into their health, compliance, or vulnerabilities. We're looking for an entrepreneurial salesperson in the Denver or Seattle area to own a territory and win new business.
SecuriThings

SecuriThings is redefining the way organizations manage and secure physical security devices at scale. The Enterprise platform provides real-time security and operational efficiency to improve system availability, organizational compliance and cyber protection, while reducing costs and streamlining future planning. Our advanced technology enables automation, analytics and actionable alerts to keep your fleet of physical security devices fully operational and secure. The power, depth and breadth of our capabilities only take one day to deploy, remotely.

The solution is trusted by Fortune 100 companies and has been deployed across large organizations in various industries including tech, manufacturing, financial services, air transportation, logistics, higher education, healthcare and more. SecuriThings partners with key systems integrators and device manufacturers to provide unmatched insights, coverage and reliability.
What You Will Do

You will be responsible for prospecting and closing new business with large, F1000 accounts. You will identify, develop and close opportunities with both new and existing customers. This role is multifaceted and entrepreneurial, focused on accelerating our GTM success and continued growth. You will engage organizations with large, physical security IoT ecosystems, identify their challenges in managing these systems, map our solution to their needs, and navigate multi-stakeholder approval and financial justification processes to meet quarterly goals.

In this role, you will manage the sales process from qualification, initial engagement, decision making, and negotiation for a given territory/assignment. In collaboration with other go-to-market teammates (Solutions Engineering, Customer Success Managers, Marketing/BDRs) you will ensure activities to source highly qualified opportunities for a healthy sales pipeline and results.
Responsibilities:

• Develop effective and specific account plans to ensure revenue targets are achieved
• Become a trusted advisor by understanding customers' needs and requirements
• Effectively teach and communicate our solution's value tailored to the prospect's needs
• Understand a prospect's technology footprint, challenges and strategy
• Manage a comprehensive enterprise sales cycle using established enterprise sales methodologies
• Leading meetings and presentations (primarily via web conference) throughout the sales cycle including qualification, technical decision making, business decision making, and procurement
• Managing negotiations with a variety of customer personas
• Develop and deliver a comprehensive business plan to address customers' priorities and needs
• Apply Strategic Value Assessments, benchmarking and Return on Investment data to support the decision-making process
• Identify growth and expansion opportunities within the existing customer base
• Regularly present forecast reviews and account plans to peers and leadership
• Management of channel pipeline metrics, reports, and dashboards via Salesforce.com and other tools

Who You Are

You're a driven, consultative salesperson who thrives in fast-paced, entrepreneurial environments. You know how to navigate complex enterprise sales cycles, build trust with executives, and turn cutting-edge technology into tangible business value. With a track record of exceeding quotas, you're resilient, collaborative, and energized by opening doors with new customers while expanding relationships with existing ones.
Qualifications:

• Strong interpersonal and communication skills
• Experience prospecting into large, complex, national/global accounts
• Experience in evangelizing cutting-edge, category-creating, enterprise SaaS software
• Strong collaboration skills as a member of a cohesive GTM team including BDRs, SEs, Channel and other stakeholders
• 5+ years of enterprise SaaS software sales experience with major accounts
• 5+ years of direct sales quota carrying experience meeting and exceeding sales goals
• Challenger/Mobilizer, MEDDIC, CHAMP Sales methodology experience a plus

Benefits

• Excellent Med/Dental/Vision Plans w/ 100% employer-paid premiums for employee and significant coverage for dependents
• 401(k)
• Unlimited PTO
• Uncapped commission structure
• Stipends for internet/cell phone reimbursement and a weekly lunch