The RoleWe're looking for a Strategic Account Executive to win and grow some of Harmonic's largest and most-complex enterprise accounts. You'll own the full sales cycle, from developing a thoughtful account strategy and creating executive-level relationships to navigating technical evaluations, building consensus, negotiating terms, and closing new business.
This role requires more than a strong network or a history of carrying a quota. You must know how to create urgency around an emerging security problem, translate technical capabilities into business outcomes, and lead sophisticated buying groups through complex decisions. You have successfully sold cybersecurity solutions with an average deal size of at least $100K and are credible in the room with CISOs, CIOs, CTOs, and other senior security leaders.
What You'll Do- Own the full sales cycle for a portfolio of strategic enterprise accounts, from account planning and prospecting through discovery, technical validation, negotiation, close, and expansion.
- Build and execute account strategies that map business priorities, security initiatives, key stakeholders, decision criteria, competitive dynamics, and paths to executive sponsorship.
- Develop trusted relationships with CISOs, CIOs, CTOs, security executives, and other technical and business decision-makers.
- Lead thoughtful discovery that uncovers business pain, quantifies risk and impact, and connects Harmonic's platform to enterprise AI governance, data protection, and security priorities.
- Navigate complex, multithreaded buying processes involving Security, IT, Legal, Privacy, Procurement, Risk, and executive leadership.
- Partner closely with Solutions Architecture to design and lead compelling technical evaluations, demonstrations, and proof-of-value engagements.
- Create a net-new pipeline through targeted outbound activity, executive networking, industry relationships, partners, events, and close collaboration with Marketing.
- Build strong value cases and executive narratives that differentiate Harmonic and create urgency in a developing category.
- Negotiate complex agreements and close six-figure, multi-stakeholder enterprise deals.
- Maintain accurate pipeline management, deal strategy, next steps, and forecasting discipline.
- Bring customer and market insights back to Product, Marketing, and leadership to influence roadmap, messaging, and go-to-market strategy.
- Contribute to the sales playbook by documenting what works, sharing lessons, and helping the broader team scale successful practices.
What Success Looks Like- You build a focused, high-quality pipeline across strategic enterprise accounts and maintain the coverage needed to consistently deliver against quota.
- You establish direct, trusted relationships with C-level and senior security decision-makers in your accounts.
- Your opportunities are genuinely multithreaded, with clear business pain, quantified impact, executive sponsorship, and a mutually understood decision process.
- You consistently progress and close six-figure cybersecurity opportunities, including deals with multiple stakeholders and complex technical or commercial requirements.
- Your forecasts are accurate, your account plans are actionable, and risks are surfaced early rather than explained late.
- You partner effectively with Solutions Architecture, Marketing, Customer Success, Channel, and Product to create a seamless customer experience.
- Your market insights make Harmonic,Äôs positioning, sales process, and strategic account playbook stronger.
- Customers view you as a credible advisor on AI governance and security,Äînot simply a software vendor.
What You Bring- Significant experience in quota-carrying enterprise SaaS sales, including a strong track record selling cybersecurity solutions to large, complex organizations.
- Demonstrated success selling to strategic enterprise accounts with an average deal size of at least $100K.
- Direct experience building relationships with and selling to CISOs, CIOs, CTOs, and senior security leadership.
- A consistent record of meeting or exceeding ambitious new-business quotas.
- Experience owning complex, multithreaded sales cycles from initial outreach through technical validation, procurement, negotiation, and close.
- Strong executive presence and the ability to communicate clearly, credibly, and concisely with senior technical and business audiences.
- Excellent discovery skills, including the ability to uncover business pain, quantify impact, and connect a technical solution to executive priorities and measurable outcomes.
- Experience building strategic account plans and creating pipelines within named or greenfield accounts, not relying solely on inbound demand.
- Comfort operating in an early-stage or high-growth environment where the category, messaging, and sales motion are still evolving.
- Strong judgment, forecasting discipline, and attention to detail.
- Genuine curiosity about AI and a willingness to use AI tools to improve research, account planning, preparation, and execution.
Nice to Have- Experience selling data security, DLP, cloud security, AI security, security operations, or adjacent enterprise security platforms.
- Existing relationships across the enterprise cybersecurity community.
- Experience using channel partners, alliances, and executive networks to develop and accelerate strategic opportunities.
- Success selling an emerging category where customer education and internal consensus-building were essential to winning.
- Experience at both early-stage cybersecurity companies and scaled enterprise security organizations.
- Familiarity with a disciplined enterprise qualification methodology such as MEDDPICC.
Why Join UsThis isn't just a job - it's a chance to help define a category. Harmonic Security was named to the Rising in Cyber 2026 list, and we're just getting started. We're building at the intersection of AI and security, carving out an emerging market where the rules haven't been written yet, and the people who join now will write them.
We believe today's talent is tomorrow's success, and we're committed to creating an environment where you can do the best work of your life.
- Recognized momentum - We made the Rising in Cyber 2026 list, a signal that the market is taking notice
- Rare market opportunity - Join early in a category-defining company at the convergence of AI and security, where your work directly shapes how enterprises tackle one of the biggest unsolved problems in tech
- Competitive pay and meaningful equity - A real stake in Harmonic's success, not a token gesture
- Comprehensive benefits - 401K, pension plan, generous PTO, and flexible hybrid work
- A small, high-trust team that values transparency, creativity, and continuous learning - no politics, no bureaucracy
- Thoughtful leadership - that cares deeply about your growth, not just your output
- Annual global off-sites - past trips include Lisbon, Portugal and Nashville, TN
- Real ownership - you'll shape the product, the culture, and the direction of the company from day one
