Account Executive - Large Enterprise

About the Role

The Account Executive is a major contributor to Arctic Wolf’s fast-growth and success, who drives and quarterbacks new account acquisition in the Enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the Large Enterprise Account Executive hold responsibility and accountability for achieving sales goals in the territory. 

Responsibilities

• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Large Enterprise opportunities.   
• Identify net new Large Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting. 
• Manage multiple sales cycles and customer priorities with 10-20 Large Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities. 
• Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer.  
• Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory. 
• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources. 

Who You Are

• Skilled in selling techniques within a proven sales process framework  
• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels 
• Ability to work independently and as part of a team 
• Solid level of technology, spreadsheet and CRM utilization 
• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences 
• Ability to develop and retain currency in rapidly developing technological, competitive, and product environments 
• Collaboration and leadership skills within sales team (including leading weekly sales calls), in cross-functional setting, with customers and resellers 

Minimum Qualifications

• 5+ years of successful direct sales experience focused on new account development and penetration  
• Skilled in selling techniques within a proven sales process framework and a minimum of 5 years’ experience 
• Experience working in a collaborative team environment 
• A proven track record of consistent sales quota achievement 

Preferred Qualifications

• Bachelor’s degree (business administration, finance, economics, computer science, computer information systems) or equivalent combination of education and experience 
• Experience selling SaaS, Security, Services in technology.