Account Executive - Enterprise

Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.

Our mission is simple: End Cyber Risk. We’re looking for an Account Executive in East Bay California to be part of making this happen.

Position Overview and Objective

The Enterprise Account Executive is a major contributor to Arctic Wolf fast-growth

success who drives and quarterbacks new account acquisition in the small to medium enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the AE holds responsibility and accountability for achieving sales goals in the East Bay area.

Primary Responsibilities and Duties

• 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 Enterprise opportunities.

• Identify net new 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 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.

• Be the key person to build solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward. This requires being the leading voice for internal collaboration.

• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources.

Key Skills

• 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, in cross-functional setting, with customers and resellers

• Skilled in selling techniques within a proven sales process framework

Minimum Qualifications

• Bachelor’s Degree

• 2-5+ years direct or channel sales experience with strong prospecting ability

• Experience working in a collaborative team environment

• A proven track record of consistent sales quota achievement

• A proven track record of selling in the East Bay market

Preferred Qualifications

• Experience selling SaaS, Security, Services in technology.

About Arctic Wolf

At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named one of the 50 Most Innovative Companies in the world for 2022 (Fast Company)—and the 2nd Most Innovative Security Company. This is in addition to consecutive awards from Top Workplace USA (2021, 2022), Best Places to Work - USA (2021, 2022) and Great Place to Work - Canada (2021, 2022).

Our Values

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good.

We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.

We also believe and practice corporate responsi