Enterprise Account Executive- US, CA

About the Role

Akeyless is redefining identity security for the modern enterprise with its innovative approach to Secrets and Machine Identity management. The company's platform integrates Vaultless Secrets Management with Certificate Lifecycle Management, Next Gen Privileged Access Management, and Encryption Key Management, making it an attractive solution for Fortune 100 companies and industry leaders. As such, the Enterprise Account Executive will be working with top-tier clients, understanding their security needs, and providing tailored solutions that meet their requirements.

What You Will Do

• Engage new and existing enterprise accounts to demonstrate the value of the Akeyless platform in enhancing their security posture.
• Articulate and evangelize the vision and positioning of Akeyless and its products to potential clients.
• Collaborate with Sales Engineering, Product, Marketing, and the C-suite to execute on sales cycles and deliver customer outcomes.
• Identify business, security, and technical drivers early in the sales process to effectively qualify opportunities and align the Akeyless solution with the customer's needs.
• Manage complex, multi-stakeholder enterprise sales cycles, interacting with various teams such as Security, Cloud engineering, and Platform engineering.
• Execute value selling by building clear business cases that quantify impact, cost savings, and risk reduction for potential clients.
• Generate high-quality pipeline through focused outbound efforts and strategic account engagement.
• Accurately qualify opportunities based on MEDDPICC and maintain strong CRM discipline to manage deal health and predictability.
• Develop and maintain a deep understanding of the competitive landscape and market trends to position Akeyless as a leader in the cybersecurity sector.
• Participate in Sales and Marketing alignment to ensure consistent messaging and strategy execution.

What We Are Looking For

• A minimum of 5+ years of enterprise sales experience in cybersecurity, cloud infrastructure, or DevOps, with a proven track record of closing complex deals in security-mature enterprises.
• Strong cloud and infrastructure knowledge, with an understanding of security and operational impact.
• Ability to engage multiple buyer personas, effectively discussing compliance and risk with CISOs and operational efficiency and automation with DevOps and platform leaders.
• A disciplined, process-driven approach to sales, with experience applying structured sales methodologies such as MEDDPICC, Challenger, and Command of the Message.
• A proven hunter mindset, with experience in opening under-penetrated territories, building pipeline from scratch, and consistently meeting or exceeding revenue targets.
• Deep curiosity and analytical skills, with the ability to go beyond the pitch to understand customer architecture, uncover root causes of risk, and identify true business pain.
• Extensive strategic account experience, including customer development and enterprise deal execution.
• Strong operational discipline, with experience building quarterly and annual plans and maintaining forecast accuracy.
• Executive presence and credibility, with strong interpersonal and communication skills across senior stakeholders.
• Excellent CRM hygiene and proficiency with modern sales tools and ecosystems.

Nice to Have

• Experience with Excel for data analysis and sales performance tracking.
• Knowledge of cybersecurity trends, threats, and solutions to better understand client needs.
• Participation in industry events and conferences to stay updated on the latest developments in cybersecurity and sales strategies.
• Basic understanding of programming concepts, to better communicate with technical stakeholders.

Benefits and Perks

• Competitive OTE (On-Target Earnings) range of $250K-$320K, reflecting the company's commitment to rewarding high-performance sales professionals.
• The opportunity to work with a cutting-edge cybersecurity platform that is defining the future of identity security.
• Collaborative, dynamic work environment with a team of experienced professionals passionate about cybersecurity and sales excellence.
• Flexible, remote work arrangements, allowing for greater work-life balance and the ability to work from anywhere.
• Access to the latest sales tools and technologies, ensuring that our sales team has the best resources to succeed.
• Ongoing training and professional development opportunities, to stay ahead of the curve in cybersecurity and sales strategies.
• Comprehensive health benefits and a generous PTO policy, to support the well-being and personal time of our team members.

• Understand your audience: Before applying, research the types of security-mature organizations that Akeyless typically works with, and familiarize yourself with the common pain points and challenges these companies face in terms of identity security.
• Brush up on your sales methodologies: Having a solid grasp of structured sales approaches like MEDDPICC can significantly enhance your chances of success in this role. Review these methodologies and prepare examples of how you've applied them in previous sales positions.
• Highlight your technical knowledge: While deep technical expertise is not required, demonstrating a basic understanding of cloud infrastructure, cybersecurity principles, and the ability to discuss these topics with both technical and executive stakeholders is crucial.
• Prepare your sales portfolio: Make sure you have a portfolio or a set of examples that showcase your sales achievements, particularly in the context of cybersecurity or related fields. This could include case studies, testimonials, or even metrics from previous sales roles.
• Be ready to talk strategy: In your application and during interviews, be prepared to discuss your approach to navigating complex sales cycles, how you stay updated on industry trends, and strategies for engaging with multiple buyer personas within an organization.
• Leverage your network: If you have connections within the cybersecurity or sales community, don't hesitate to reach out for insights or potential referrals. Sometimes, a personal recommendation can make a significant difference in getting your application noticed.
• Demonstrate your passion for cybersecurity: Showing genuine interest in and knowledge of the cybersecurity landscape, along with the challenges and opportunities it presents, can make your application and interview performances more compelling to the hiring team.