Senior Account Executive

Who We Are

Founded in 2012 by 3 expert hackers with no investment capital, Trail of Bits is the premier place for security experts to boldly advance security and address technology’s newest and most challenging risks. It has helped secure some of the world's most targeted organizations and devices. Our combination of novel research with practical solutions reduces the security risks that our clients face from emerging technologies. Our work helps drive the security industry and the public understanding of the technology underlying our world.

Cybersecurity preparedness is a moving target. Companies like ours are the tip of the spear in the fight against attackers. Our research-based and custom-engineering approach ensures that our clients’ capabilities are at the forefront of what’s available. For companies and technologies that live and die by their security, a proactive, tailored approach is required to keep one step ahead of attackers.

Democratizing security information is essential. As part of our business, we provide ongoing informational support through blogs, whitepapers, newsletters, meetups, and open-source tools. The more the community understands security, the more they’ll understand why a company like ours is so unique and valuable.

Role

The primary responsibility of the Senior Account Executive will be to drive strategic revenue growth through managing complex sales cycles, developing key client relationships, and expanding Trail of Bits' presence within strategic accounts. This role will focus on securing high-value, multi-service engagements while serving as a trusted cybersecurity advisor to senior client stakeholders.

The Senior Account Executive will drive strategic accounts, developing comprehensive account strategies that span multiple business units including, AI/ML, AppSec, Blockchain, Cryptography, and Research & Engineering. They will build executive relationships with stakeholders and lead quarterly business reviews to ensure client success and identify expansion opportunities.

The Senior Account Executive will collaborate closely with technical teams, project managers, and delivery leads to ensure seamless client experience from initial engagement through successful project delivery. They will contribute to Trail of Bits' strategic growth initiatives while mentoring junior team members and sharing best practices across the organization.

What You'll Achieve

Strategic Account Development: Grow strategic relationships through consultative selling, executive engagement, and comprehensive account planning focused on multi-year partnerships or programs. 

Complex Sales Leadership: Manage sophisticated sales cycles involving multiple stakeholders, technical evaluations, and complex contract negotiations.

Revenue Growth Excellence: Consistently achieve or exceed against team and personal targets while driving account expansion through strategic upselling, cross-selling initiatives, and net new logo business.

Executive Relationship Building: Build and maintain relationships with C-suite executives, CISOs, and senior security leadership to position Trail of Bits as an indispensable strategic partner.

Cross-Business Unit Coordination: Orchestrate complex deals involving multiple service areas and business units, ensuring cohesive solution delivery and client satisfaction.

Market Intelligence and Strategy: Provide valuable market feedback on competitive landscape, emerging client needs, and strategic opportunities to inform company growth strategy.

Team Leadership and Mentorship: Mentor project management and sales peers, share best practices, and contribute to sales process optimization and team development.

Thought Leadership Representation: Represent Trail of Bits at industry conferences, executive briefings, and strategic forums to build market presence and generate qualified opportunities.

What You'll Bring:

• 8+ years of proven strategic sales experience with consistent quota achievement in relevant cybersecurity or technical consulting
• Demonstrated success managing strategic accounts and complex, multi-stakeholder sales cycles 
• Deep understanding of cybersecurity landscape and enterprise security challenges with ability to engage credibly with CISOs and technical leadership
• Exceptional communication, presentation, and executive relationship skills with proven ability to build C-level relationships and Security Leaders
• Experience with large contract negotiations, service-based selling, and multi-year strategic partnerships
• Strong business acumen with ability to develop comprehensive account strategies and identify expansion opportunities
• Track record of ment