Strategic Account Executive

The Strategic Account Executive role at Britive involves driving new business growth by engaging enterprise and cloud-native organizations. You will be responsible for identifying clients facing multi-cloud security challenges, managing the sales cycle from initial contact to closure, and building long-term partnerships to ensure customer success.

To qualify for the Strategic Account Executive position at Britive, you should possess 5–10+ years of enterprise B2B sales experience, particularly with SaaS, cloud, or security solutions. Proven success in engaging C-suite executives and a solid understanding of cloud security and Identity and Access Management (IAM) solutions will also be beneficial.

To excel as a Strategic Account Executive at Britive, focus on understanding cloud security challenges faced by enterprises. Use your exceptional communication skills to articulate the value of our solutions and maintain strong relationships with stakeholders. A self-driven, adaptable approach in this fast-paced role will also contribute to your success.

Britive fosters a dynamic and supportive environment for its Strategic Account Executives, emphasizing collaboration among Sales Engineering, Customer Success, and Marketing teams. You'll have the opportunity to work remotely while benefiting from a culture that encourages professional growth and development.

The sales cycle for a Strategic Account Executive at Britive involves owning the end-to-end process from initial engagement to negotiation and closure. You will employ various strategies, including prospecting and tailored outreach, to convert leads into long-term clients.

As a Strategic Account Executive at Britive, you can look forward to a fully remote working environment, competitive compensation, and meaningful equity. Additional benefits include medical, dental, and vision insurance, flexible and unlimited PTO, home office stipends, and opportunities for career advancement.

Britive supports its Strategic Account Executives through career development opportunities and paths that encourage skill enhancement and career progression. Regular team socials and offsites also help foster community and collaboration among employees.

In your answer, emphasize the importance of understanding the stakeholder's needs, maintaining regular communication, and building trust over time. Highlight your ability to listen actively and tailor your approach based on the unique context of each relationship.

Mention the various prospecting methods you utilize, including networking, account-based marketing, and leveraging referrals. Explain how you research potential clients to tailor your outreach strategies based on their specific security challenges.

Provide examples of your past experiences where you managed the sales cycle effectively. Include details about how you approached each stage, from identifying prospects and nurturing leads to negotiating and closing deals.

Discuss the importance of continuous learning in your profession, mentioning resources such as industry publications, online courses, and attending conferences. Such insights can help you anticipate market changes and better position Britive's solutions.

Articulate your approach to understanding the client's specific security challenges before showcasing how Britive’s solutions can meet those needs. Emphasize storytelling and the use of data or case studies to demonstrate effectiveness.

Explain how collaboration with internal teams, such as Sales Engineering and Marketing, enhances client experiences and drives sales. Stress the importance of coordinated efforts to ensure seamless implementations and customer satisfaction.

Describe a particular situation where you faced challenges during the sales process but ultimately succeeded. Focus on the strategies you employed and how you navigated objections to achieve a positive outcome.

Reflect on your passion for helping businesses solve complex challenges, particularly in cloud security. Speak about the satisfaction you find in connecting clients with innovative solutions that enhance their operations and security posture.

Discuss your strategies for maintaining open lines of communication with the Customer Success team once a sale is made. Highlight your commitment to ensuring clients are onboarded effectively and receive continued support post-sale.

Choose a specific achievement that showcases your capabilities, whether it’s exceeding a sales target, winning a prestigious client, or significantly growing a territory. Make sure to detail the efforts you took and the impact it had.