Tier 3 Account Executive

Role Summary:

We're looking for a driven, self-sufficient Account Executive to own and grow a book of ~80 existing Tier 3 customers across the U.S. This role is responsible for increasing ARR, reducing churn, and driving new revenue through a mix of upsell, cross-sell, and whitespace expansion. Will work cross-functionally with Inside Sales, Renewals, SEs, and Customer Success, and execute a scaled, with a strong hunting mindset.

Key Responsibilities:

• Own and manage ~80 existing commercial/mid-market accounts across US (<$80K ARR/account)

• Drive new ACV through expansion and upsell/cross-sell motions
• Grow current ARR base YOY through renewal bundling and product adoption
• Run full-cycle sales motions: discovery, demo, proposal, and close
• Prioritize top 15–20 accounts for high-touch engagement; Collaborate with Inside Sales, and use tech/automation for scaled outreach to the rest
• Leverage partners and CAMs to drive demand and penetration
• Collaborate with CSMs, SEs, and Product Marketing to run campaigns and deliver value-focused conversations
• Maintain accurate pipeline, forecast, and activity hygiene in CRM

Ideal Profile / Requirements:

• 3–5+ years in SaaS or cybersecurity sales (MM or SMB accounts)
• Proven ability to own a large book of accounts and exceed revenue targets
• Comfortable working remote, independently, and managing high activity volume
• Hunter mindset – proactive, resourceful, and focused on driving pipeline
• Strong organizational skills and CRM discipline
• Familiarity with channel/partner motions is a plus
• Experience in value-based selling, renewal uplift strategies, and land-and-expand tactics

Bonus Experience (Nice to Have):

• Previous experience managing existing customer portfolios with < $100K ACV
• Familiarity with AppSec, Cloud WAF, DDoS, or similar cybersecurity products

• Exposure to tools like SalesNav, Outreach, and ZoomInfo

   

   

Location: Remote (U.S.-based) | Minimal Travel (~10%)