Account Executive, Enterprise (TOLA)

As an Account Executive at Dispel, you will be responsible for a variety of tasks including owning a named account list, developing account plans, and leading the full sales cycle from lead generation to closure. You'll engage in networking events and conferences, qualify incoming leads, and build relationships with executive stakeholders. Additionally, you will work with internal teams to facilitate product workshops and lead financial analyses, ensuring a consultative approach to sales. Your goal will be to expand business with upper middle market and enterprise clients, as well as government agencies.

To qualify as an Account Executive at Dispel, candidates should have at least 5 years of experience in cybersecurity, Operational Technology (OT)/Industrial Control Systems (ICS), or a related sales field. A successful track record of prospecting into Fortune 2000 accounts is essential, along with skills in selling within a channel ecosystem. A self-driven, goal-oriented attitude is crucial, as is the ability to convey complex technical topics clearly. Additionally, Spanish-speaking ability is a plus that can enhance communication with diverse clients.

Dispel is seeking candidates with significant sales experience in the cybersecurity field, particularly in segments involving OT/ICS. Familiarity with upper mid-market and enterprise sales is crucial, as well as experience in selling to government agencies. A background that showcases successful engagement with diverse executive stakeholders and an understanding of long buyer journeys will greatly enhance a candidate's profile for this role.

Dispel is committed to the growth and development of its Account Executives by offering various training and development opportunities. The company fosters a collaborative environment where team members can engage in projects to refine sales processes and articulate value propositions. Additionally, as part of an uncapped commission structure, your efforts directly influence your earning potential, providing motivation and support for individual growth. Dispel encourages a growth mindset, helping sales professionals tackle challenges and exceed their own expectations.

Account Executives at Dispel can expect a dynamic work environment characterized by a flat organizational structure and collaborative team culture. Being part of a tech company, you'll often wear multiple hats, engaging in various aspects of the sales process. Expect to travel frequently for conferences and networking events, and enjoy the freedom to innovate within your role. Dispel values outgoing personalities who thrive on building relationships and contributing to the team's success.

When developing account plans as an Account Executive, it's essential to start with thorough research on potential clients. I assess their business needs, industry trends, and challenges. I set specific goals and strategies for each account, ensuring to align with their objectives. Communication and relationship building play a pivotal role, so I prioritize regular check-ins and updates to stay informed about their evolving requirements.

Handling objections requires active listening and empathy. I acknowledge the client's concerns, ensuring they feel heard. Then, I offer tailored solutions that directly address their specific issues, supported by data and case studies if relevant. By fostering an open dialogue and positioning myself as a trusted advisor rather than just a seller, I create a deeper connection with the client.

For lead prospecting, I utilize a multi-channel approach. I employ tools like LinkedIn for research, participate in industry networking events, and leverage referrals from existing clients. I also keep an eye on market trends and target companies showing growth that align with our offerings. Mixing cold outreach with warm introductions tends to yield the best results.

In a recent sales cycle, I identified a company facing significant cybersecurity challenges. By initiating an honest conversation about their needs, I was able to present a tailored solution that highlighted our product's unique benefits. I facilitated multiple workshops involving their technical teams, which built trust and solidified our relationship, ultimately resulting in a successful closure of a multi-year contract.

Prioritizing accounts is essential for efficient sales management. I categorize them based on potential revenue, strategic alignment with our solutions, and relationship strength. High-potential accounts receive more immediate attention, while I also ensure to nurture relationships with existing clients to maintain ongoing business and referrals.

I make it a point to subscribe to cybersecurity news outlets, attend industry conferences, and participate in relevant webinars. Building a network with industry peers helps me gain insights into emerging trends. Additionally, I seek feedback from clients, as their perspectives often highlight changes in demands and expectations.

I have previously engaged with various government agencies, developing a deep understanding of their unique procurement processes and compliance requirements. This experience has helped me tailor our solutions to meet federal and state needs, ensuring that our proposals are relevant and compelling for these clients.

Balancing technical knowledge with salesmanship involves understanding the pain points faced by clients and aligning our product capabilities with those needs. I work on simplifying complex technical concepts into relatable benefits, ensuring that prospects understand our solutions. Continuous learning in both sales and technical fields equips me to perform this balance effectively.

I am drawn to Dispel because of its innovative approach to cybersecurity and commitment to client success. The collaborative culture and emphasis on professional development resonate with me, and I believe my experience and values align well with the team. I am excited about the opportunity to contribute to a company that is not only addressing current challenges but pioneering solutions for the future.

My approach to client relationship management is centered on proactive communication, trust-building, and delivering value. I make it a habit to frequently check in with clients, understanding their evolving needs and challenges. By remaining engaged and responsive, I ensure they feel supported and valued, which fosters loyalty and long-term partnerships.