Majors Account Director, Competitive Displacement

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role:

As a Competitive Displacement Account Executive on the Majors team, your mission is to identify, pursue, and win accounts currently served by our direct competitors. You will focus exclusively on competitive takeouts in greenfield or underpenetrated markets—displacing incumbent vendors and positioning SecurityScorecard as the platform of record.

This role is ideal for a high-performing, tenacious seller with a proven ability to unseat legacy providers and capture market share. You will report directly to the VP of Sales, Major Accounts.

Key Responsibilities:

• Build and execute account-based strategies targeting high-potential competitor-held accounts.
• Identify gaps in competitor offerings and articulate SecurityScorecard’s unique and differentiated value.
• Drive pipeline growth through aggressive outbound prospecting—cold calls, social selling, tailored executive engagement.
• Deploy competitive plays and battlecards, working cross-functionally with product marketing and competitive intelligence.
• Influence senior stakeholders in security, risk, compliance, and IT to shift loyalty from incumbents to SSC.
• Collaborate with Sales Engineering and Customer Success to ensure seamless post-win onboarding and customer success.
• Maintain a deep, dynamic understanding of the competitive landscape, product gaps, pricing strategies, and win/loss trends.
• Own the full sales cycle—from initial contact to close—with urgency, precision, and a focus on net-new ARR.
• Regularly report on pipeline velocity, competitive conversion metrics, and forecast accuracy.

Key Attributes:

• Hunter’s Instinct: Relentlessly focused on turning competitor logos into SSC customers.
• Competitor-Savvy: Intimately familiar with the strategies, weaknesses, and go-to-market motions of key rivals.
• Strategic Executor: Able to build and run a targeted strategy while thriving in hands-on selling.
• Persuasive Challenger: Confident challenging the status quo and building urgency in status-quo-driven environments.
• Resilient Closer: Persistent through long sales cycles and resistant to rejection or delay.

Qualifications:

• 8+ years of enterprise SaaS sales with a strong record of competitive takeouts.
• 5+ years in cybersecurity, risk, or a closely related space preferred.
• Proven success closing $250K–$1M+ ARR deals in competitive, complex sales environments.
• Expertise in MEDDPIC or a similar enterprise sales methodology.
• Executive presence with the ability to influence technical and business leaders alike.
• Proficiency in modern sales tools including Salesforce, Zoom info, Zoom Copilot, Outreach, Chorus.ai, and LinkedIn Sales Navigator.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $280,000 - $300,0