Enterprise Account Executive (SoCal)

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations.

Location: Southern California

About the Role:

Arctic Wolf is seeking a high character, curious, and coachable Enterprise Account Executive to drive our growth across the Southwest region. This role is a critical contributor to our continued momentum as you lead new enterprise customer acquisition and expansion across our full cybersecurity services portfolio.

As an Enterprise Account Executive, you will own the full sales cycle, from proactive pipeline generation to deep discovery, solution alignment, and multithreaded deal orchestration. You will partner closely with your SE, channel ecosystem, field marketing, customer success, and sales development teams to build and advance high quality opportunities.

This position serves as the face of Arctic Wolf in the Southwest, representing our culture with integrity, curiosity, collaboration, and disciplined execution. We are looking for someone with a strong motor—a seller who shows up consistently, drives pipeline with intention, embraces coaching, and operates with rigor through frameworks like MEDDPICC.

If you are driven to learn, eager to elevate your craft, and excited to help customers reduce cyber risk through a comprehensive security operations platform, this is a high impact opportunity to lead and win in a strategic territory.

Responsibilities:

• Consistently achieve quarterly and annual sales targets through a disciplined, structured sales process.
• Drive net new‑ pipeline through proactive prospecting, partner collaboration, events, and discovery outreach.
• Understand and articulate Arctic Wolf’s Security Operations solutions, value, and competitive differentiation.
• Maintain accurate CRM data, forecasts, and sales hygiene while operating efficiently across internal tools.
• Manage 10–20 active enterprise sales cycles per quarter while developing longer-term‑ strategic pursuits.
• Qualify and position opportunities effectively using value based‑ messaging and competitive insights.
• Partner with internal demand generation, SDRs, marketing, and channel teams to build and advance territory pipeline‑.
• Lead the sales process end-to-end‑ as the quarterback, ensuring momentum and strong prospect engagement.
• Build and grow relationships with reseller and channel partners to expand pipeline and strengthen competitive position.
• Leverage personal networks and partner relationships to source new leads and expand reach.
• Attend field events and trade shows (8–10 per quarter) to drive pipeline and increase Arctic Wolf presence.
• Travel regularly within the territory to meet with prospective customers and advance opportunities.
• Collaborate with sales leadership on strategic territory planning and execution.
• Lead weekly territory calls and keep strong communication across SEs, marketing, channel, and inside sales.
• Strengthen alignment with SE counterparts to deliver a seamless, unified customer experience.
• Work closely with channel teams to support strategic partners and drive Cosell‑ success.

Required Skills and Experience:

• Bachelor’s degree in business, finance, economics, computer science, information systems, or equivalent experience.
• 5+ years of quota carrying‑ sales experience in cybersecurity, SaaS, or a related technical field, with a strong record of consistent overachievement.
• Proven success in value based‑ selling, including running deep discovery, quantifying business outcomes, and aligning solutions to strategic initiatives.
• Demonstrated ability to self generate‑ pipeline through disciplined prospecting, partner engagement, and field driven‑ activities.
• Experience selling to mid‑market and enterprise customers (versus Fortune 500 only), with an understanding of multi‑threaded buying processes.
• Strong capability to translate technical cybersecurity concepts