About the role:You will drive new business with enterprise organizations that have governance, risk and compliance needs, owning the full sales cycle for a defined set of accounts: prospecting, discovery, demos with a Solutions Engineer, proposal, negotiation and close. Your buyers are the risk, compliance, audit, security, legal and IT stakeholders who want to modernize their GRC workflows on the platform. You bring GRC domain knowledge, disciplined sales execution and a consultative approach to complex buying decisions. It is a quota-carrying, customer-facing role with real ownership, working with Solutions Engineering, Sales Leadership and Product to close deals, grow pipeline and deliver value customers can prove.
What you will do:- Own the full sales cycle for enterprise GRC accounts, from prospecting and discovery through negotiation and close.
- Build and manage a pipeline of qualified opportunities within your assigned accounts and territories.
- Lead discovery with compliance, risk, audit, security and IT stakeholders to understand their needs and priorities.
- Partner with Solutions Engineers on demos and solution designs aligned to each customer's GRC use cases.
- Build relationships with the stakeholders and champions inside your target accounts.
- Forecast and track pipeline, deal progress and revenue in the CRM and sales tools.
- Share customer feedback and market insight with Product and Sales Leadership.
What you bring:Required:- 3 to 15 years of experience in B2B SaaS sales, GRC-focused roles, or a combination of both.
- Experience selling software to enterprise customers with multiple stakeholders.
- Working knowledge of GRC: risk management, compliance frameworks, audits, controls and regulatory requirements.
- Strong discovery and consultative selling skills.
- Experience running structured sales cycles through qualification, demo, proposal and close.
- Comfort with CRM systems and sales enablement tools.
- Clear communication with technical and business audiences.
- A coachable approach to your own development and the initiative to run your accounts.
Preferred:- Experience selling a GRC, risk or compliance platform, or selling alongside a GRC consulting partner.
- Familiarity with the frameworks your buyers work to, such as SOX, SOC 2 or ISO 27001.
What success looks like:- Enterprise customers improve and modernize their GRC processes on the platform, and can show it.
- Pipeline grows steadily and closes through strong discovery and deal execution.
- Compliance, risk and security stakeholders in your accounts treat you as a trusted advisor.
- Your customer and market insight sharpens the company's positioning and sales approach.
