Position Overview:

Entrust Identity Security stands as the global benchmark for identity verification, empowering individuals worldwide to access essential services quickly, easily, and securely-whether for renting a car, opening a bank account, or conducting high-value transactions where identity is critical. Entrust has developed a comprehensive suite of AI-driven identity verification solutions, prioritizing fairness and inclusivity. The company has earned recognition such as the 'Outstanding Leader in Accessibility' and 'Best Innovation in Algorithmic Bias Mitigation' awards from CogX.

This position requires working closely with diverse teams, including Account Management, Sales Development, Sales Engineering, Onboarding, and Implementation. The Senior Sales Exec will be responsible for developing new business pipelines, identifying and closing sales opportunities, and expanding business within existing accounts. Acting as a trusted advisor, the Sr Sales Exec will build relationships with prospects and customers to drive growth and success.

Responsibilities:

• Serve as a subject-matter expert on Entrust IDV's enterprise-grade identity verification and data security solutions, maintaining a strong understanding of competitive offerings and market dynamics.
• Build and manage a robust pipeline through prospecting, referrals, channel partnerships, and cross-selling strategies, with a focus on expansion accounts and targeted verticals.
• Own the end-to-end sales lifecycle-from discovery and qualification through negotiation and close-to consistently achieve quarterly and annual revenue targets.
• Build trusted relationships with stakeholders up to C-level, developing deep insight into customer challenges, objectives, and evolving digital security strategies.
• Translate customer needs into tailored solutions, partnering with Solutions Engineering and Customer Success to deliver impactful presentations, demonstrations, proposals, and business value models.
• Lead all aspects of deal execution, including prioritization, structuring, negotiation, and objection management, ensuring successful and timely deal closure.
• Develop and execute strategic account plans, forecasts, and annual and quarterly business plans to drive predictable growth and performance against key objectives.
• Leverage CRM and forecasting tools to accurately document activity, manage opportunities, and maintain pipeline visibility and reporting discipline.
• Provide market intelligence, competitive insights, and customer feedback to product and marketing teams to inform roadmap and go-to-market strategy.
• Act as a senior mentor and trusted resource to the Sales organization, supporting escalation management, sharing best practices, and contributing expertise on complex and large-scale opportunities.

Basic Qualifications

• 5+ years of experience in quota-carrying software/technology sales with Security, Infrastructure, or Identity Software.
• A consistent record of exceeding quotas and achieving success in fast-paced, competitive markets.
• Experience in prospecting, pipeline development, progressing opportunities through the sales cycle, and engaging with C-level decision makers.
• Strong understanding of sales cycles, business trends, and post-sales follow-up procedures.
• Ability to manage customer relationships at all organizational levels.
• Technical aptitude and capacity to quickly learn Entrust Identity Security products, sales strategies, pricing, delivery, and installation processes.
• Experience using Salesforce or other CRM platforms for maintaining records and account status.
• Excellent written and verbal communication and interpersonal skills.
• Ability to travel up to 50% within the assigned accounts.
• Must be able to lawfully work in the US and have unrestricted work authorization for the US.

Preferred Qualifications:

• Experience selling software manager or cloud-based services in IT or security.
• Formal sales training in areas such as referrals, territory planning, presentations, solution selling, and communication skills.
• Bachelor's degree (BA or BS).
• Experience in the identity or security industry.
• MEDDIC / MEDDPICC / Force Management training.

Compensation Range:

The anticipated starting base pay for this position is: $116,157-$170,364 per year (in the primary posting location). This position is also eligible for variable pay via a sales compensation plan. These plans pay according to achievement level against sales targets and/or business objectives. Actual compensation will be determined based on geographic location, education, skills and experience and actual performance against the assigned sales compensation plan. In addition to your pay, Entrust offers eligible colleagues and their dependents comprehensive health and well-being programs which include medical, vision, dental, a generous 401(k) matching contribution, life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave and education reimbursement. Please speak with the recruiter for more details. Note: Benefit and Compensation programs are subject to eligibility requirements and other terms of the applicable plan or program. Entrust has the right to end, suspend or amend any of its plans at any time in whole or in part.

Recruiter:
Richa Srivastava

[email protected]