Account Executive -- Enterprise Memberships/Training Sales

Job Description

Account Executive — Enterprise Memberships & Training Sales

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Cloud Security Alliance Location: Remote | Department: Sales & Business Development | Reports to: Vice President of Sales

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About Cloud Security Alliance

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The Cloud Security Alliance (CSA) is the world's leading organization dedicated to defining and raising awareness of best practices to help ensure a secure cloud computing environment. Through its global community of practitioners, vendors, and organizations, CSA drives research, education, and certification programs that shape the future of cloud security and AI security.

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Position Overview

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The Account Executive will be a hunter-minded sales professional responsible for generating net new revenue across a defined list of named accounts. This role requires a strategic, consultative approach to enterprise selling — engaging security, IT, and business leaders to articulate the value of CSA membership and training programs. You will own the full sales cycle from prospecting through close, building relationships at multiple levels within target organizations and positioning CSA as an essential partner in their cloud and AI security strategy.

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Key Responsibilities

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Named Account Development

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• Own a defined list of named accounts and develop a strategic territory plan to maximize penetration and revenue
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• Prospect into net new contacts and buying centers within assigned accounts through outbound outreach, networking, and event engagement
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• Map organizational structures to identify key stakeholders across security, IT, procurement, and executive leadership
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• Conduct discovery conversations to understand business priorities, security challenges, and investment cycles
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• Build and maintain a healthy pipeline at a sufficient multiple of quota; maintain accurate opportunity data in CRM
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Tiered Membership Sales

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• Educate prospects on CSA's membership model, clearly articulating the differentiated value of each membership tier — including access to research, working groups, certification discounts, and community engagement
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• Match the right membership tier to each prospect's organizational size, goals, and budget
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• Negotiate and close membership agreements, navigating legal and procurement processes as needed
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• Represent CSA at industry events and networking opportunities as needed
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• Identify opportunities to introduce higher membership tiers as prospect relationships develop during the sales process
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Training Sales

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• Promote CSA's training and certification portfolio — including CCSK, CCZT, and other programs — to security practitioners, learning & development leaders, and HR stakeholders within target accounts
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• Develop account-level training proposals, including individual enrollments, team packages, and enterprise licensing arrangements
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• Partner with CSA's training team to deliver demos, trials, and customized program overviews for prospective buyers
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• Stay current on CSA's training catalog, certification roadmap, and competitive landscape to position offerings effectively
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Pipeline & Forecasting

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• Maintain a disciplined sales process with clear stage progression and documented next steps for every active opportunity
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• Provide accurate weekly forecasts and pipeline reporting to sales leadership
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• Meet or exceed quarterly and annual quotas across membership and training revenue
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• Leverage CRM data and account intelligence tools to prioritize outreach and identify the highest-potential opportunities within the named account list
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Qualifications

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Required

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• 4–7 years of B2B sales experience with a focus on new business development; experience in SaaS, technology, media, or association sales strongly preferred
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• Demonstrated track record of quota attainment in a named account or territory model
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• Experience selling to security, IT, or technology buyers; comfort engaging both technical practitioners and executive stakeholders
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• Strong discovery and consultative selling skills; ability to connect CSA's offerings to a prospect's specific business challenges
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• Experience managing complex, multi-stakeholder sales cycles
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• Proficiency with Salesforce or a comparable CRM; familiarity with sales engagement and prospecting tools
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• Excellent written, verbal, and presentation skills
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Preferred

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• Familiarity with cloud security concepts, frameworks (such as the CSA Cloud Controls Matrix), or cybersecurity certification programs
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• Experience selling training, e-learning, or professional development programs
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• Background working with or selling into enterprise security, compliance, or risk teams
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• Existing network within the cloud or cybersecurity vendor and practitioner community
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What We Offer

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• Competitive base salary with uncapped, performance-based commission
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• Comprehensive benefits package including health, dental, and vision
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• Flexible, remote-first work environment
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• Access to CSA's full library of research, training, and certification programs — including complimentary certifications to build your own cloud security expertise
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• The opportunity to represent a globally trusted, mission-driven organization at the intersection of cloud and security
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CSA is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.