Strategic Account Executive; North America

As a Strategic Account Executive at OffSec, you will be focused on establishing and executing sales strategies that not only meet but exceed annual recurring revenue (ARR) targets. Your role will involve developing new business opportunities, expanding existing accounts, and leading complex sales conversations across the cybersecurity landscape. You'll collaborate closely with partners and internal teams to optimize resources and deliver value to our customers.

To be successful as a Strategic Account Executive at OffSec, you should have at least 7 years of B2B enterprise SaaS sales experience, specifically in the cybersecurity domain for a minimum of 3 years. A proven track record in new business development, targeting C-suite executives, and successfully closing high-value deals is essential. Familiarity with sales methodologies like MEDDPICC is an advantage, along with strong communication and leadership skills.

Strategic Account Executives at OffSec frequently utilize Salesforce for customer relationship management, in addition to Gong for sales conversation analytics and LinkedIn Sales Navigator for prospecting and networking. These tools play a crucial role in enabling effective sales strategies and maintaining detailed accounts to ensure successful sales outcomes.

At OffSec, the Strategic Account Executive role is fully remote, allowing you the flexibility to work from anywhere within North America. You'll be part of a collaborative team that leverages digital tools for communication and sales management, ensuring that you stay connected with your colleagues and clients, no matter where you are.

OffSec's offerings stand out in the cybersecurity training landscape due to their hands-on learning capabilities and access to a cyber range, which offers a real-world environment for practicing critical skills. This innovative approach helps organizations around the globe fill the cybersecurity skills gap more effectively, making our solutions truly distinctive.

When prospecting in a competitive landscape as a Strategic Account Executive, I emphasize building relationships and understanding the client's unique needs. I utilize personalized outreach strategies, leveraging tools like LinkedIn to connect meaningfully with prospects. Demonstrating thought leadership through relevant content can also capture interest and position me as a valuable resource.

In my previous roles, I have successfully navigated complex sales cycles by engaging multiple stakeholders across organizations. For closing such deals, I prioritize clear communication and active listening to address concerns and emphasize value. I also utilize a consultative approach to showcase how our solutions align with their strategic goals.

I use several strategies to stay organized and effectively manage my sales pipeline. Primarily, I rely on Salesforce to track leads, customer interactions, and deal stages. I also implement a disciplined schedule for regular follow-ups and reviews of my sales activities to ensure no opportunities fall through the cracks. Time management tools come in handy for prioritizing tasks.

For upselling to existing customers, I utilize a relationship-driven approach. Understanding their current challenges and future needs enables me to present tailored solutions that add significant value. Periodic check-ins and offering insights on emerging cybersecurity trends also help position our products as essential for their ongoing success.

Collaboration with internal teams is key in achieving sales success. I routinely engage with marketing, product, and customer success teams to align on strategies that enhance our customers' experience. Regular meetings and open channels of communication also facilitate the sharing of valuable insights that enhance our collective efforts.

I am particularly drawn to OffSec due to its commitment to not just innovation in cybersecurity training, but also to building an inclusive and diverse workplace. The opportunity to be part of a company that values collaboration and continuous learning aligns perfectly with my professional goals.

Addressing objections from clients requires tact and empathy. I strive to actively listen to their concerns and ask clarifying questions to fully understand what’s at stake for them. By providing tailored solutions accompanied by relevant case studies, I can often shift their perspective and demonstrate how our offerings can alleviate their challenges.

When assessing sales performance, I focus on key metrics such as ARR growth, conversion rates, customer retention, and deal closure rates. These metrics provide a comprehensive view of my sales effectiveness and allow me to identify areas for improvement and areas where I can double down for greater success.

To maintain current product knowledge, I engage in regular training sessions, attend industry conferences, and participate in professional development courses. I also subscribe to industry publications and follow thought leaders to stay informed about trends in cybersecurity and SaaS solutions, enabling me to convey expertise confidently.

Customer feedback is invaluable in shaping my sales approach. It informs my understanding of customer needs and helps in refining product offerings. I actively seek feedback during and after the sales process, using it to enhance my pitch and tailoring solutions that genuinely meet client expectations.