Account Executive - SLED

TrendAI, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.At TrendAI, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.AI Fearlessly.Role Summary:The Verticalized Account Executive drives net new logo acquisition in a specific enterprise vertical and target ICP by identifying opportunities through repeatable signals and playbooks, not volume alone, and by co-selling fluently with alliance, service, and channel partners. This role combines enterprise sales discipline with deep vertical domain expertise: you will build relationships with C-level security, infrastructure, and business stakeholders, navigate complex procurement environments, and qualify pipeline in and out with equal discipline to protect velocity. You will be the primary commercial owner of net new customers in your vertical, operating with AI-native tools as a daily part of how you research, prioritize, and execute. You are not only selling security enhanced by AI, but selling with AI. You will employ MEDDPICC methodology to manage your pipeline, forecasts, and deals.Location: This is a hybrid role based out of our Las Colinas, TX office and requires in-office presence three days a week (Tuesday, Wednesday, Thursday).Key Responsibilities:Identify, qualify, and close net new customers within the specified vertical and ICP.Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volumeBuild and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers in SLEDCo-sell and orchestrate joint account plans across alliance, service, and channel partners simultaneously, providing technical credibility and competitive differentiationLead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)Position TrendAI's business value against vertical- and ICP-specific business, operational, and regulatory challengesCollaborate with a Technical Lead on technical scoping and early-stage demonstrationsManage the full sales cycle from prospecting through closeMaintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed regularly for coachingQualify out poor-fit opportunities early and decisively to protect pipeline quality and capacity for winnable dealsDocument expansion roadmaps and economic buyer maps before deal closeAchieve quarterly and annual new customer targets while maintaining deal quality standardsLeverage AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to increase sales velocity and outcomes, not only prospecting efficiencyProvide market, competitive, and signal intelligence to inform vertical playbooks and strategyRequired Qualifications:3+ years of enterprise cybersecurity or infrastructure software sales experienceDemonstrated domain expertise in SLED (its business, operational, and regulatory dynamics) with established relationshipsProven fluency co-selling across alliance, service, and channel partners, including navigating multi-partner dynamics on the same dealTrack record closing enterprise deals via partners and with complex procurementExperience identifying opportunities through buying signals and repeatable playbooks, not volume-based prospecting aloneProficiency with MEDDPICC sales methodology and the discipline to qualify out low-probability opportunities, not only qualify inStrong knowledge of SLED-specific security landscape and regulatory requirementsComfortable with CRM discipline, pipeline management, and forecast accuracyDemonstrated use of AI tools in day-to-day selling activity such as research, prospecting, forecasting, follow-up to increase velocity and outcomes, and willingness to commit to activity monitoring and coachingWillingness to travel 30-40%Preferred Qualifications:Experience selling AI security, cloud security, or infrastructure security solutionsExperience selling through established partner channels in cybersecurityUnderstanding of land-and-expand SaaS business modelsFamiliarity with signal- or intent-based prospecting platforms (account intelligence, trigger-event monitoring) to support playbook-driven pipeline generationWhat We Offer You: You're important to us. What matters to you, matters to us too. TrendAI provides benefit options for you and your family. Comprehensive medical, dental and vision insurance Life insurance Short & Long Term Disability  Pre-partum, maternity, parental and medical leave Mental Health Wellness Program Adoption Assistance Wellness Incentive Pet Insurance 401(k) with company match Paid Time Off 14 Annual Holidays Tuition Assistance Employee Resource Groups We offer competitive compensation with bonus opportunity tied to company performance, along with room to enhance your skills through ongoing learning and broad technological opportunities. Achieving work-life balance is a priority, complemented by team activities, fostering an environment rooted in equity, inclusion, and collaboration, that is reflected in both our culture and our work. Be Passionate. Be Innovative. Be a Trender.This position does not offer sponsorship for work permit applications or renewals, either now or in the future. Candidates must be authorized to work in the U.S. without the need for employment-based visa sponsorship, both currently and moving forward. The company will not sponsor applicants for U.S. work visa status for this role (including, but not limited to, H-1B, L-1, TN, O-1, E-3, H-1B1, F-1, J-1, OPT, CPT, or any other employment-based visa). #LI-LO1At Trend Micro, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe. Trend Micro provides equal employment opportunity for all applicants and employees. Trend Micro does not unlawfully discriminate on the basis of race, color, religion, sex, pregnancy and childbirth or related medical conditions, national origin, ancestry, age, physical or mental disability, medical condition, family care leave status, veteran status, marital status, sexual orientation, or gender identity. SummaryLocation: Irving, TexasType: Full time