Enterprise Sales Account Executive (West)

Enterprise Sales Account Executive (West)

Sectigo is the most innovative provider of certificate lifecycle management (CLM), delivering solutions that help the world's largest brands simplify how digital trust is managed and scaled. Sectigo's automated, cloud-native CLM platform issues and manages digital certificates across enterprise environments, enabling organizations to reduce complexity, accelerate time to value, and strengthen security across environments. Sectigo is one of the largest, longest-standing, and most reputable CAs with more than 700,000 customers, including 65% of the Fortune 500. Sectigo holds six combined active leadership seats in the CA/Browser Forum and ETSI and brings two decades of delivering unparalleled digital trust. Simplicity at Scale. How we show up with each other and our customers every day is just as important, and we win as #OneSectigo by living out our core values - Support, Excellence, Communication, Teamwork, Integrity, Growth and Openness. We are committed to investing in our diverse teams where everyone understands their role and how they support our strategic goals, we drive operational excellence through scale and efficiency, and we strive to delight our customers and become the market leader in our industry. If you aspire to join a driven team that holds each other accountable to meeting our lofty goals and you'd like to be part of our growth story in delivering a market leading user experience, we'd like to talk to you.

Job Description

We are looking for a talented Enterprise Account Executive to join our growing global team at Sectigo. The Enterprise Sales Account Executive achieves assigned sales quotas and contribute to the overall sales strategies within a major geographic area. This full cycle sales role involves developing a pipeline of opportunities throughout the assigned territory, identifying, and managing opportunities, and closing deals, all while working closely with and through Value Added Resellers (VARs) as part of Sectigo's channel-driven sales strategy. Here are the core functions, responsibilities, and expectations for this role:

• Capture new accounts while retaining and growing business in existing accounts.
• Develop sales strategies, territory plans, and pipelines.
• Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals.
• Meet or exceed assigned sales quotas and revenue goals.
• Create and update a dynamic territory plan highlighting regional and vertical targets, marketing efforts, and channel partner strategies.
• Build and maintain relationships with channel partners, including providing sales training, account mapping, and collaborative selling opportunities.
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact to procurement.
• Prepare and deliver formal proposals and presentations to stakeholders, including C-level executives.
• Maintain thorough knowledge of Sectigo products and stay up-to-date on industry trends and technical developments.
• Additional tasks associated with this position may be assigned in response to company initiatives and business needs.

More information about this role:

• This is a full-time and remote position, with the ideal candidate based in Southern California OR greater Phoenix area.
• The targeted compensation package for this role is between USD 250K and 260K, with a 50/50 split (or any other percentage) between base salary and commissions for the OTEs based on achievements, subject upon internal equity and years of experience. We may make further adjustments through an approval process if the targeted compensation range needs to be modified based on business needs, market trends, and assigned territory potentials.

Qualifications

Education:

• Bachelor's degree and/or equivalent work experience is strongly recommended.

Experience:

• Minimum of 3+ years of experience in quota carrying enterprise sales with a proven track record of exceeding quotas is required.
• Minimum of 2+ years of experience selling cybersecurity solutions is strongly recommended.
• Demonstrated success working with channel partners (Value Added Resellers), including building partnerships and leveraging co-selling strategies.
• Familiarity with sales engagement tools like Salesforce, Clari, SalesLoft, ZoomInfo for tracking and managing sales activities.
• Experience with formal sales training (e.g., solution selling, territory planning, communication skills).

Ability and availability to travel:

• Must be able to travel more than 50% of the time to the assigned regions and/or territories.

Ideal Candidate Profiles, Talents, and Desired Qualifications:

1. Cybersecurity and Device Management with Automation and Orchestration Skills:

• Experience with tools and technologies that support automated certificate lifecycle management, including integration with IAM and IGA platforms, is preferred.
• Familiarity with automation platforms and practices that streamline device management tasks, especially in environments with complex security needs.

2. Sales Experience & Execution:

• Consultative Sales Approach: Apply a consultative, solution-based sales strategy, deeply understanding customer needs and effectively positioning Sectigo's products to address cybersecurity and device management challenges.
• Product Knowledge & Technical Engagement: Leverage in-depth technical knowledge of cybersecurity, IAM, and endpoint management products to engage with technical decision-makers on the customer side.
• Strategic Vision & Market Awareness: Align sales efforts with Sectigo's long-term objectives, staying ahead of market trends and continuously adapting strategies to meet evolving customer needs and competitive pressures.

3. Collaboration & Communication

• Cross-functional Collaboration: Work closely with product, marketing, and engineering teams to ensure product offerings align with customer needs and market demands.
• Strong Communication Skills: Demonstrate exceptional communication abilities, simplifying complex technical concepts for both customers and internal stakeholders.
• Customer Relationship Building: Develop long-lasting relationships with customers, fostering trust and ensuring satisfaction while meeting sales targets.

4. Personal Attributes

• Team-Oriented: Strong collaborator with the ability to thrive in an overlay role, influencing teams across the organization without direct authority.
• Results-Driven: Self-motivated with a focus on achieving and exceeding sales goals, demonstrating perseverance and resilience in the face of challenges.
• Adaptable & Agile: Ability to quickly adjust to new products, market conditions, and customer needs, working effectively in a fast-paced environment.
• Athlete's mentality: individuals with a background in competitive team environments are strongly encouraged, as they tend to possess the resilience, adaptability, and teamwork skills that contribute to high sales performance.
• Highly motivated "hunter" mentality with exceptional processing skills for prospecting, cold calling, identifying potential leads, overcoming objections, maintaining high margins, and closing deals.
• Proven track record of consistent quota over-achievement and successfully engaging customer primes.
• Enterprise experience with Fortune 500s + companies.
• Strong relationship-building skills, particularly with channel partners and C-level executives.
• Customer-focused mindset with excellent interpersonal, organizational, and communication skills (written and verbal).
• Proactive, resourceful, and comfortable in dynamic, process-building environments.
• High energy, driven, and goal-oriented with the ability to thrive in a fast-paced environment.
• Willingness to travel more than 50% within the territory or region as needed.
• Ability to deliver a strong sales presentation.

Additional Information

Sectigo is an Equal Opportunity Employer. At Sectigo, we are committed to providing equal opportunities throughout your career. We hire and promote the most qualified individuals based on their skills, experience, job requirements, and business needs. We do not discriminate on the basis of race, color, religion, age, sex, national origin, disability, pregnancy, genetic information, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable laws in the countries where we operate.

Our "One Sectigo" culture fosters a strong sense of belonging and supports a respectful, inclusive workplace free from discrimination and harassment.

Use of Artificial Intelligence (AI) in Our Hiring Process at Sectigo: To enhance your experience, Sectigo may use Artificial Intelligence (AI) tools during the recruitment process. We are committed to using AI responsibly and transparently, ensuring fairness, accuracy, and human oversight at every stage.

Global team. Global reach.