Enterprise Account Executive - PacNW

As an Enterprise Account Executive at Corelight, your main responsibilities include developing new business, managing relationships with existing clients, and consistently meeting or exceeding quarterly sales quotas. You'll act as a trusted advisor, understanding your clients' needs and aligning Corelight's solutions to address their cybersecurity challenges. Additionally, you will engage with a variety of stakeholders, from technical teams to senior executives, ensuring that you effectively communicate the value of our offerings.

To qualify for the Enterprise Account Executive role at Corelight, candidates should have 3-5 years of experience selling enterprise SaaS solutions, particularly in the cloud or security space. A proven track record of managing stakeholders and executing a formal sales process is essential. Candidates should possess a deep understanding of how to sell value-based solutions and demonstrate the ability to communicate complex technical concepts to different audiences.

Corelight provides its Enterprise Account Executives with access to a wealth of resources, including in-depth product knowledge, market insights, and a collaborative team environment. You’ll have the support of cross-functional teams to align strategies and optimize market opportunities. Regular training and updates on the latest cybersecurity trends will equip you to confidently engage with potential clients and effectively demonstrate how Corelight's solutions can protect their assets.

In the Enterprise Account Executive role at Corelight, regional travel is anticipated as part of building and maintaining client relationships throughout the PacNW territory. This travel allows you to meet clients face-to-face, conduct presentations, and strengthen partnerships – all key activities in achieving your sales objectives and promoting Corelight’s mission.

The compensation for the Enterprise Account Executive position at Corelight ranges from $280,000 to $320,000 USD, depending on various factors such as location, experience, and skills. Additionally, there may be commission opportunities and discretionary bonuses, along with equity and other benefits, making this a competitive package in the field of cybersecurity sales.

Building strong client relationships begins with a deep understanding of their needs and business goals. I focus on listening actively, maintaining open lines of communication, and providing value through insights that align Corelight’s solutions with their challenges. This establishes trust and positions me as a reliable partner.

I utilize a mix of consultative selling and strategic planning to close deals effectively. This includes mapping out the decision-making process, aligning with key stakeholders, and ensuring that I provide tailored solutions that address their specific cybersecurity concerns while demonstrating a clear ROI.

Managing long sales cycles requires persistence, ongoing engagement, and consistent follow-up. I prioritize building relationships and credibility during this time while leveraging each interaction to provide additional information that adds value and addresses emerging concerns, keeping the sales momentum alive.

To meet and exceed sales targets, I set clear goals, develop detailed plans, and conduct regular pipeline reviews. I also analyze trends and customer feedback to refine my strategy continuously and ensure I am focused on high-potential accounts and opportunities.

I employ a combination of market research, engaging with industry publications, and participating in relevant forums and conferences. Networking with peers and attending thought leadership events also helps me remain updated and anticipate market shifts that could impact my approach.

When faced with objections, I listen carefully to understand the client’s concerns and respond thoughtfully. My goal is to address their issues with empirical data or case studies that highlight how Corelight's solutions have effectively resolved similar challenges for other clients.

In one instance, I dealt with a major client who had initial hesitations about our proposed solutions. Through regular communication, transparent discussions about concerns, and tailored solutions reflecting their specific needs, I was able to rebuild trust and eventually convert them into one of our best advocates.

I have actively collaborated with marketing, product, and customer service teams to ensure alignment on messaging and product offerings. This teamwork allows for a unified approach to sales, leveraging collective insights to optimize client engagement and meet their needs more effectively.

I measure success through key performance indicators such as sales growth, client satisfaction, and retention rates. Analyzing these metrics allows me to evaluate the effectiveness of my strategies and identify areas for improvement to refine my approach continually.

I am drawn to Corelight because of its commitment to innovation in cybersecurity and its mission to provide robust solutions that genuinely protect organizations from threats. Joining a passionate team dedicated to significant objectives resonates with my personal and professional values, and I am excited about contributing to this important work.