Major Accounts Executive, West

About the role

We're looking for a Major Account Executive to own and grow a book of strategic enterprise accounts. This is a role for someone who can run complex, multi-threaded sales cycles into security-conscious buying committees (CISO, CIO, procurement, legal, and often the board) and close 3-year enterprise commitments in a competitive, incumbent-heavy market, while navigating channel partners (e.g. VARs and Distributors).

You'll be selling into organizations where a security failure is existential, where the buying process is genuinely adversarial by design, and where trust is earned through technical credibility and long-term relationships, not charisma. If you've sold into security teams before, you know this isn't a "build rapport and close" motion — it's proving you understand the threat model as well as the buyer does.

Responsibilities

Own and grow a book of major/strategic accounts, running the full cycle from qualification through multi-year contract negotiation and close

Navigate multi-stakeholder buying committees — security, IT, legal, procurement, and executive sponsors — building consensus across functions with genuinely competing priorities

Partner with technical presales Solutions Architects to run live technical evaluations and proof-of-concepts that hold up under real scrutiny from technical buyers

Structure and negotiate enterprise contracts, with a strong bias toward multi-year (3-year) terms

Build and defend a business case that speaks fluently to both risk reduction (CISO language) and ROI (CFO language) — you need both, not one

Maintain accurate forecasting and pipeline hygiene on long-cycle (6–9 month), high-ACV deals

Prioritize Customer Success for account health, since renewal risk on an account this size is a shared problem, not a handoff

Skills and Qualifications

8+ years of closing experience in enterprise cybersecurity/SaaS

Demonstrated ability to close deals upwards of $1M ARR or more and 6+ month sales cycles

Track record of navigating security-specific procurement: vendor risk assessments, SOC 2 / ISO 27001 diligence, security questionnaires, and legal review cycles that are more adversarial than typical SaaS procurement

Comfort being technically challenged in a room — you don't need to be an engineer, but you need to hold your own when a CISO pressure-tests your claims

Experience structuring and closing multi-year contracts, not just annual renewals

A hunter mentality — use relationships & partnerships to find leverage to close deals

and this role rewards depth and judgment over sheer volume

Perks

100% medical, dental and vision coverage

Flexible PTO policy

Annual home office stipend and WeWork access

Mental & physical health wellness programs (One Medical, Headspace, Wellhub, and more)!

Competitive compensation and opportunity for advancement