DescriptionSuccessful candidates must be based in a major metro in the Southwest Territory (Arizona, New Mexico, Nevada or Utah) with the ability to access a major international airport to attend frequent customer/partner events and meetings.
Position OverviewWe're looking for a driven and disciplined Enterprise Account Executive to own a named geographic territory (Southwest). Within this territory, you'll manage a focused set of 20-40 enterprise accounts, with the primary goals of renewing those relationships and expanding them through cross-sell and upsell of Absolute's full portfolio of solutions. This role is also responsible for generating new pipeline, leading complex enterprise sales cycles, and delivering ARR growth. The ideal candidate thrives in a high-performance culture, brings proven experience with complex deal execution, and has the executive presence to engage C-suite and board-level stakeholders.
What You'll Do- Territory Ownership: Manage a defined geographic patch (Southwest) with 20-40 enterprise accounts, accountable for both renewals and expansion/cross-sell opportunities.
- Pipeline Creation: Generate and sustain 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; leverage partners to accelerate-not originate-pipeline.
- Deal Leadership: Lead Command of the Message sales cycles valued at $250K-$1M+ ARR, with average sales cycles of 6-9 months and global pursuits extending 12+ months.
- Qualification Discipline: Apply MEDDPICC rigorously from first call through close-validating metrics, paper process, and mutual success plans at every stage. *No Champion? No Deal.*
- Forecast Accuracy: Inspect and manage deals weekly in Salesforce, Gong, and Clari; deliver monthly commits within B110% accuracy.
- Executive Engagement: Build trusted C-suite and board-level relationships that transform risk-reduction conversations into multi-year platform agreements.
- Quarterly Business Reviews: Conduct QBRs with executive sponsors and key stakeholders to reinforce business value, secure renewals, expand adoption, and identify cross-sell opportunities.
- Account Expansion: Expand Absolute's relationships within each customer organization-building multi-threaded connections across IT, Security, Compliance, Procurement, and Line-of-Business leaders to drive larger, longer-term platform commitments.
- Internal Orchestration: Lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.
- Overachievement: Consistently meet or exceed renewal and expansion targets as well as new logo ARR goals, unlocking uncapped accelerators and President's Club recognition.
- Protect the security and privacy of Absolute and its customers.
- Other duties as assigned by management.
What You'll Bring - 7+ years of enterprise SaaS or cybersecurity sales experience with consistent overachievement.
- Demonstrated ability to manage $250K-$1M+ ARR deals with long, complex cycles.
- Strong command of MEDDPICC and Command of the Message methodologies.
- Proven track record of driving renewals, expanding accounts, and closing multi-year agreements.
- Discipline in pipeline creation, sales process execution, and accurate forecasting.
- Excellent communication, executive presence, and cross-functional leadership skills.
Preferred Experience - Background in cybersecurity, endpoint resilience, or SSE/DLP/MDR/MSSP sales.
- Experience selling into regulated industries (healthcare, financial services, energy, education).
- Established relationships with channel and OEM partners (e.g., Dell, Lenovo, HP).
- Proficiency with Salesforce, Gong, Clari, Microsoft Suite, ZoomInfo, and Demandbase
