Install Base Account Executive

About the Role

The role is crucial to CyberSheath's growth strategy, as it focuses on expanding the company's footprint within its existing customer base. This requires a deep understanding of the clients' needs, the ability to develop internal networks, and the capacity to sell complex managed security and compliance solutions. The Install Base Account Executive will work closely with the Customer Success Managers and the marketing team to identify new opportunities and convert them into pipeline growth.

CyberSheath's approach to cybersecurity is unique in that it integrates compliance and threat mitigation efforts, eliminating redundant security practices. This approach requires a professional who can think strategically and work independently, with a strong focus on delivering results.

What You Will Do

• 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 Customer Success Managers 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.

What We Are Looking For

• Bachelor’s degree in Business, Information Technology, or a 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.

Nice to Have

• Experience selling into highly regulated sectors such as defense, federal supply chain, finance, or similar.
• Knowledge of Salesforce and Excel, with the ability to maintain detailed records and forecasts.
• Certification in cybersecurity or a related field, demonstrating a commitment to ongoing learning and professional development.

Benefits and Perks

• Competitive salary package, reflecting the candidate's experience and performance.
• Opportunities for career growth and professional development within a rapidly expanding company.
• Collaborative and dynamic work environment that values innovation and teamwork.
• Flexible work arrangements, including remote work options, to support work-life balance.
• Access to the latest tools and technologies in cybersecurity, supporting ongoing learning and skill development.
• Participation in industry events, conferences, and training sessions to stay updated on the latest trends and best practices.

• Tip: Ensure you have a strong portfolio that demonstrates your ability to drive revenue growth and sell complex solutions to enterprise clients.
• To stand out, focus on developing a deep understanding of the current cybersecurity landscape and the challenges faced by enterprise clients.
• In your application, highlight any experience you have with Salesforce and Excel, and be prepared to discuss how you maintain detailed records and forecasts.
• During interviews, be prepared to provide specific examples of how you have developed and executed hunting strategies in previous roles.
• When discussing salary, consider the industry standards for cybersecurity sales professionals and be prepared to negotiate based on your experience and qualifications.
• Be cautious of roles that do not offer clear paths for professional development or growth, as these may indicate a lack of investment in employee careers.