Strategic Account Executive (West Coast)

SGNL’s modern Privileged Identity Management system eliminates standing access to critical systems by granting and revoking contextual access in real time, drastically reducing the potential impact of a breach. By incorporating context-based intelligence, SGNL prevents attackers—leveraging compromised credentials or other means—from freely navigating cloud applications like Azure, AWS, GitHub, and Salesforce, as well as on-prem systems.

That’s why global enterprises and fast-growing mid-market companies alike are turning to SGNL to reduce their identity attack surfaces and secure critical systems. Founded in 2021, SGNL is backed by top security technology investors, including Cisco Ventures, Costanoa Ventures, Fika Ventures, M12/Microsoft's Venture Fund, Moonshots Capital, and Resolute Ventures. For more information about SGNL, visit https://sgnl.ai.

Candidates only, no recruiters please

About You

A qualified Strategic Account Executive candidate will be responsible for handling the day to day communications and working relationships with our valued customers, as the primary point of contact and “go to” person between our companies. Keeping our customers informed, engaged and satisfied is your number #1 goal and responsibility. You will leverage your deep sales experience to maintain successful long-term client relations while also networking existing partner companies to generate greater business opportunities.   

You are always striving for improvements and possess a proactive mindset to anticipate client needs. Successful senior account executive candidates communicate clearly, directly and honestly with our customers. You never inflate our capabilities or diminish our potential impact. You set clear, measurable and realistic expectations while always employing the mindset to exceed them.

You possess proven enterprise identity and/or security sales experience and will understand our company's full gamut of products and services that will allow you to seamlessly communicate our solutions.

You believe and embody SGNL’s core values of Transparency, Respect, Bias for Action, Growth mindset, Long-term thinking, and Excellence. Your emotional intelligence and communication skills are of the highest pedigree as you have learned to overcome obstacles efficiently and tactfully. You love finding solutions, going above and beyond and treating every customer as a premier partner. 

Basic Qualifications

• Experience selling Identity and Access Management (IAM) products
• Familiarity with the core concepts of IAM, including Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Identity Governance and Administration (IGA)
• 8+ years experience in an account manager/executive role reporting directly to senior leadership
• 5+ years working with enterprise security products and services 
• Bachelor’s degree in business, marketing, CS/engineering, or related discipline
• Proven success in selling to F1000 CISOs & CIOs and other executives specifically in the cybersecurity or identity security space, and closing six and seven figure contracts
• Proven experience building sales pipelines in new markets
• Willingness to travel as needed to meet with clients, partners and prospects
• Advanced proficiency in Google Drive, Microsoft Office, and CRM software (i.e. Salesforce) to drive accurate territory management and forecasting
• Proven experience negotiating costs for products and services
• Ability to manage multiple opportunities and anticipate client needs
• Perform prospecting and networking activities such as cold calling and attending events
• Experience in sales operations and forecasting
• Develop new sales strategies by analyzing industry trends and data
• Prepare and present informative presentations to various stakeholders
• Advanced project management, team leadership, and interpersonal communication
• Ability to effectively analyze client business needs and present a detailed analysis 

Preferred Qualifications

• 10+ years experience in an account manager/executive role reporting directly to company leadership
• Understanding of Zero Trust Architecture: A solid understanding of Zero Trust principles, especially how they apply to identity security, will enable the candidate to speak directly to modern security trends
• Experience in Complex, Multi-Stakeholder Sales Cycles: The candidate should have significant experience navigating long, multi-step sales processes, where multiple departments (security, IT, compliance, legal) need to align on purchasing decisions.
• Familiarity with Cloud Security and SaaS Solutions: