Job Overview
As an Install Base Account Executive, your mission is simple:
Drive net-new revenue inside existing customer accounts by hunting for new opportunities, generating referrals, and penetrating additional business units, divisions, and subsidiaries.
This role does
not manage renewals or simple upsells. Those activities remain with the Customer Success Managers.
Your success will be measured by your ability to:
- Identify and create entirely new opportunities within existing accounts
• Develop internal referrals to expand horizontally and vertically
• Sell complex managed security and compliance solutions into enterprise environments
• Partner with CSMs and marketing to source signals, not manage renewals
• Treat each existing customer as an ecosystem with multiple potential buyers
You will act as a strategic hunter within the installed base, bringing a net-new business mindset to our largest customers.
Key Responsibilities
- Develop and execute a targeted hunting strategy for enterprise and mid-market accounts within the installed base.
- Build internal networks inside customer organizations to generate introductions, referrals and access to new stakeholders.
- Pursue and close net-new opportunities across security services, managed compliance, enclave offerings, Secure AI, and cloud security.
- Partner with CSMs to leverage QBR insights, risk findings and unmet needs - without taking over their renewals or upsell responsibilities.
- Collaborate with marketing to convert campaign engagement into pipeline from existing accounts.
- Perform enterprise-level consultative selling, including deep discovery, ROI framing, solution alignment, and executive presentations.
- Lead complex sales cycles involving multiple stakeholders, procurement teams, and technical evaluators.
- Maintain precise pipeline records, forecasts and opportunity documentation in Salesforce.
- Represent CyberSheath at customer meetings, events and industry briefings.
- Consistently meet or exceed installed base sales quotas, including multi-six-figure annual targets.
Requirements
- Bachelor's degree in Business, Information Technology, or related field (or equivalent experience).
- 5+ years of enterprise sales experience-preferably in cybersecurity, IT managed services, or related SaaS sectors.
- Proven track record of consistently meeting or exceeding multi-million-dollar sales quotas.
- In-depth understanding of enterprise IT environments, security challenges, and regulatory compliance.
- Demonstrated ability to develop C-level client relationships and lead complex sales engagements with multiple stakeholders.
- Strong knowledge of cybersecurity managed services like SOC, MDR, EDR, vulnerability management, SIEM, etc.
- Excellent communication, negotiation, and presentation skills.
- Self-motivated, results-driven, and able to work independently in a fast-paced, dynamic environment.
Preferred Qualifications
- Experience selling into highly regulated sectors such as defense, federal supply chain, finance or healthcare.
- Proven track record of enhancing customer adoption of solutions and services.
- Technical certifications (CISSP, CISM, CompTIA Security+, etc.) are a plus.
- Familiarity with sales methodologies.
Work Environment
- A virtual work environment
Budgeted Pay Range
$110,000-$135,000 USD
