Description Position at VikingCloud
Senior Account Executive
Location: Remote, US, Central or Eastern Time Zone Preferred
This Position
VikingCloud is looking for a Senior Account Executive to lead new business acquisition and expansion efforts.
They will apply a consultative, value-based selling approach to drive large, multi-site security and compliance solution deals. You'll engage key stakeholders across IT, Compliance, Security, and/or Business Ops to position VikingCloud as a strategic partner in managing risk and enabling scalable growth.
This role is ideal for a seasoned sales professional who understands and thrives in a complex, multi-stakeholder sales environment, and has a proven track record of meeting and exceeding ARR quotas. Reports To: VP of Sales, Travel: Up to 35%
Responsibilities
- Own and drive new logo acquisition and expansion across defined verticals and territories.
- Develop and execute a strategic territory plan focused on companies with scalable cybersecurity and PCI compliance needs.
- Leverage existing relationships with customers and multi-site enterprise accounts to quickly build pipeline and influence key decision-makers.
- Lead high-impact sales cycles using consultative, value-based selling methodologies including MEDDICC and strategic selling.
- Navigate complex buying processes with multiple stakeholders including CIOs, CISOs, CTOs, Compliance, and Franchise Operations.
- Collaborate with internal teams (Solutions Engineering, Product, Legal, Marketing) to craft compelling proposals and close high-value deals.
- Deliver accurate forecasts and consistently meet or exceed ARR and quota commitments.
- Use Salesforce.com for pipeline management, activity tracking, and sales reporting.
Qualifications
Preferred Qualifications
- Existing book of business or warm relationships within target verticals
- Experience working with or selling into PCI-regulated industries.
- Familiarity with cybersecurity frameworks (e.g., NIST, ISO, HIPAA) and managed detection/response solutions.
Qualifications
- 7+ years of experience in enterprise sales, with a strong focus on new business development in compliance, cybersecurity, and/or managed security services (MSSP).
- Demonstrated success in selling into organizations in one or more of the following verticals:
- Quick Service Restaurants (QSR)
- Retail (multi-location)
- Hospitality (hotels, resorts)
- Automotive Aftermarket
- Convenience Stores / Fuel Chains
- Healthcare (multi-site clinics, urgent care, dental, etc.)
- Deep understanding of Clients and the unique challenges/opportunities they present for compliance and cybersecurity.
- Strong working knowledge of value-based selling, consultative sales, and sales qualification frameworks like MEDDICC.
- Exceptional communication and executive presence-comfortable engaging C-level buyers and influencers.
- Proven track record of meeting or exceeding annual recurring revenue (ARR) quotas and forecast commitments.
- Proficient in Salesforce.com CRM and sales engagement platforms.
- Self-motivated, highly accountable, and able to work independently in a fast-paced, performance-driven environment.
- Bachelor's degree or equivalent experience preferred.
Compensation and Benefits
- Competitive base salary + uncapped commission
- Health, dental, and vision benefits
- 401(k) with company match
- Generous PTO and holiday plan
- Career advancement in a growing, global compliance and cybersecurity company
- Remote-friendly, flexible work environment
Join VikingCloud and help protect the data and infrastructure powering the world's most recognized franchise brands.
