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Enterprise Sales Account Executive (Carolinas)

Company Description

At Sectigo, we align around our mission and pride ourselves in helping thousands of customers sleep better at night.

Sectigo is a leading provider of digital identity and cybersecurity solutions, offering a comprehensive suite of products to protect online transactions and communications. Our mission is to secure the digital landscape for enterprises worldwide.

“When people think Online trust management, they think Sectigo because we offer our customers unparalleled peace of mind.”

How we show up with each other and our customers every day is just as important, and we win as #OneSectigo by living out our core values - Support, Excellence, Collaboration, Teamwork, Integrity, Growth and Openness. We are committed to investing in our diverse teams where everyone understands their role and how they support our strategic goals, we drive operational excellence through scale and efficiency, and we strive to delight our customers and become the market leader in our industry. If you aspire to join a driven team that holds each other accountable to meeting our lofty goals and you’d like to be part of our growth story in delivering a market leading user experience, we’d like to talk to you.

Job Description

We are looking for an Enterprise Sales Account Executive in either North or South Carolina to join our growing global team at Sectigo.

The Enterprise Sales Account Executive achieves assigned sales quotas and contribute to the overall sales strategies within a major geographic area. This full cycle sales role involves developing a pipeline of opportunities throughout the assigned territory, identifying, and managing opportunities, and closing deals, all while working closely with and through Value Added Resellers (VARs) as part of Sectigo’s channel-driven sales strategy. 

This is a full-time and remote position based in either North or South Carolina. 

Here are the core functions, responsibilities, and expectations for this role: 

  • Capture new accounts while retaining and growing business in existing accounts.  
  • Develop sales strategies, territory plans, and pipelines.  
  • Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals.  
  • Meet or exceed assigned sales quotas and revenue goals.  
  • Create and update a dynamic territory plan highlighting regional and vertical targets, marketing efforts, and channel partner strategies.  
  • Build and maintain relationships with channel partners, including providing sales training, account mapping, and collaborative selling opportunities.  
  • Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact to procurement.  
  • Prepare and deliver formal proposals and presentations to stakeholders, including C-level executives.  
  • Maintain thorough knowledge of Sectigo products and stay up-to-date on industry trends and technical developments. 

Other duties as assigned and related to the nature of this role and company initiatives. 

Qualifications

Education:

  • Bachelor's degree and/or equivalent work experience is strongly recommended.  

Experience:

  • Minimum of 3+ years of experience in quota carrying enterprise sales with a proven track record of exceeding quotas is required.  
  • Minimum of 2+ years of experience selling cybersecurity solutions is strongly recommended.  
  • Demonstrated success working with channel partners (Value Added Resellers), including building partnerships and leveraging co-selling strategies.  
  • Familiarity with sales engagement tools like Salesforce, Clari, SalesLoft, ZoomInfo for tracking and managing sales activities.  
  • Experience with formal sales training (e.g., solution selling, territory planning, communication skills). 
  • Ability and availability to travel:   
  • Must be able to travel more than 50% of the time to the assigned regions and/or territories. 

Ideal Candidate Profiles, Talents, and Desired Qualifications:

1. Cybersecurity and Device Management with Automation and Orchestration Skills: 

  • Experience with tools and technologies that support automated certificate lifecycle management, including integration with IAM and IGA platforms, is preferred. 
  • Familiarity with automation platforms and practices that streamline device management tasks, especially in environments with complex security needs.

2. Sales Experience & Execution:

  • Consultative Sales Approach: Apply a consultative, solution-based sales strategy, deeply understanding customer needs and effectively positioning Sectigo’s products to address cybersecurity and device management challenges. 
  • Product Knowledge & Technical Engagement: Leverage in-depth technical knowledge of cybersecurity, IAM, and endpoint management products to engage with technical decision-makers on the customer side. 
  • Strategic Vision & Market Awareness: Align sales efforts with Sectigo’s long-term objectives, staying ahead of market trends and continuously adapting strategies to meet evolving customer needs and competitive pressures.

3. Collaboration & Communication 

  • Cross-functional Collaboration: Work closely with product, marketing, and engineering teams to ensure product offerings align with customer needs and market demands. 
  • Strong Communication Skills: Demonstrate exceptional communication abilities, simplifying complex technical concepts for both customers and internal stakeholders. 
  • Customer Relationship Building: Develop long-lasting relationships with customers, fostering trust and ensuring satisfaction while meeting sales targets.

4. Personal Attributes 

  • Team-Oriented: Strong collaborator with the ability to thrive in an overlay role, influencing teams across the organization without direct authority. 
  • Results-Driven: Self-motivated with a focus on achieving and exceeding sales goals, demonstrating perseverance and resilience in the face of challenges. 
  • Adaptable & Agile: Ability to quickly adjust to new products, market conditions, and customer needs, working effectively in a fast-paced environment. 
  • Athlete’s mentality: individuals with a background in competitive team environments are strongly encouraged, as they tend to possess the resilience, adaptability, and teamwork skills that contribute to high sales performance.
  • Highly motivated “hunter” mentality with exceptional processing skills for prospecting, cold calling, identifying potential leads, overcoming objections, maintaining high margins, and closing deals. 
  • Proven track record of consistent quota over-achievement and successfully engaging customer primes. 
  • Enterprise experience with Fortune 500s + companies. 
  • Strong relationship-building skills, particularly with channel partners and C-level executives. 
  • Customer-focused mindset with excellent interpersonal, organizational, and communication skills (written and verbal). 
  • Proactive, resourceful, and comfortable in dynamic, process-building environments. 
  • High energy, driven, and goal-oriented with the ability to thrive in a fast-paced environment. 
  • Willingness to travel more than 50% within the territory or region as needed. 
  • Ability to deliver a strong sales presentation.        

Additional Information

All your information will be kept confidential according to EEO guidelines.

Global team. Global reach. Global impact.

At Sectigo, we believe doing good is good business. Our strength and our success come from our team of passionate, engaged individuals who make a difference, both locally and globally. Our commitment to engagement is rooted in an unconditionally inclusive workforce, embodying our unique perspectives, heritages, and backgrounds, all as diverse as the experiences of each Sectigo employee. Importantly, we strive to be recognized not only as the CLM leader but also for our intentional efforts to promote employees into the roles that most challenge and excite them, into experiences that allow them to grow their interests as we grow the business. We are committed to bringing a little bit of fun and a whole lot of happiness into everything we do so that our work – and our team members – reflect the positive outcomes we deliver to our customers every day.  

Average salary estimate

$80000 / YEARLY (est.)
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$60000K
$100000K

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What You Should Know About Enterprise Sales Account Executive (Carolinas), Sectigo

At Sectigo, we’re on a mission to secure the digital landscape for enterprises worldwide, and right now, we’re looking for an enthusiastic Enterprise Sales Account Executive to join our dynamic team in the Carolinas! If you have a passion for sales and at least three years of experience carrying a quota, this could be the perfect opportunity for you. In this role, you’ll be responsible for developing and managing a robust pipeline of sales opportunities across your territory. You’ll engage with Value Added Resellers, crafting strategies to capture new accounts while nurturing relationships with existing ones. Your days will be filled with leading negotiations, overcoming objections, and creating compelling proposals for C-level executives. We need someone with a strong consultative approach who can align our innovative cybersecurity solutions with the unique needs of our clients. Staying informed about industry trends will be key as you help drive our mission forward. Not only will you work with fantastic products that truly make a difference, but you’ll also become part of a supportive culture that values teamwork and open communication. If you thrive in a fast-paced environment and are ready to take your sales career to the next level with Sectigo, we’d love to chat. Join us, and let’s secure the online world together!

Frequently Asked Questions (FAQs) for Enterprise Sales Account Executive (Carolinas) Role at Sectigo
What are the responsibilities of an Enterprise Sales Account Executive at Sectigo?

As an Enterprise Sales Account Executive at Sectigo, your core responsibilities include developing a comprehensive sales strategy for your territory, capturing new accounts while maintaining existing ones, and closing deals through effective negotiations. You will collaborate closely with Value Added Resellers and be responsible for forecasting sales accurately. Expect to prepare and deliver engaging presentations to stakeholders, ensuring you are well-versed in Sectigo's product offerings and industry trends.

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What qualifications do I need to become an Enterprise Sales Account Executive at Sectigo?

To become an Enterprise Sales Account Executive at Sectigo, you should have a bachelor’s degree and a minimum of 3 years of experience in carrying a sales quota, particularly within the enterprise and cybersecurity sectors. A proven track record of exceeding sales targets and experience with channel partners is essential. Familiarity with sales engagement tools like Salesforce is recommended, as is readiness to travel over 50% of the time.

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What skills are essential for success as an Enterprise Sales Account Executive at Sectigo?

Success as an Enterprise Sales Account Executive at Sectigo hinges on your consultative sales approach, product knowledge in cybersecurity, and ability to build strong customer relationships. Strong communication skills, adaptability in a fast-paced environment, and a results-driven mentality are crucial. Additionally, experience in engaging with C-level executives and navigating complex decision-making processes is vital.

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How does Sectigo support the growth of its Enterprise Sales Account Executives?

Sectigo invests significantly in the growth of its Enterprise Sales Account Executives by providing comprehensive training and development programs. With a focus on collaborative teamwork, employees are encouraged to engage with various departments to align product offerings with customer needs. The company promotes a culture of excellence, and employees are given opportunities for advancement, ensuring that they are challenged and excited in their roles.

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What makes Sectigo a great company to work for as an Enterprise Sales Account Executive?

Working as an Enterprise Sales Account Executive at Sectigo means being part of a mission-driven team that prioritizes making a positive impact in the cybersecurity space. The collaborative culture fosters inclusivity and allows you to thrive alongside passionate professionals. Plus, the focus on employee satisfaction and the opportunity to work with innovative products makes Sectigo a fantastic place to advance your career.

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Common Interview Questions for Enterprise Sales Account Executive (Carolinas)
Can you describe a successful sales strategy you've implemented in a previous role?

When discussing your sales strategy, focus on a specific instance where you identified a target market, established outreach methods, and engaged with potential clients. Highlight how you tailored your approach based on customer needs, including leveraging partnerships, which is key for an Enterprise Sales Account Executive at Sectigo.

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How do you handle objections from potential clients?

When faced with objections, it's important to listen actively and understand the root concerns of the client. Discuss a systematic approach where you acknowledge the objection, provide insightful information that addresses it, and share success stories relevant to your offerings. As an Enterprise Sales Account Executive, illustrating your problem-solving skills is crucial.

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What experience do you have with channel partners, particularly Value Added Resellers?

Discuss your experience working directly with Value Added Resellers, underscoring how you've built and nurtured these partnerships in past roles. Highlight any specific tactics you've used to collaborate effectively and create mutual growth opportunities, as this is an integral part of the role at Sectigo.

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Describe your approach to forecasting sales revenue.

Outline your methodology for sales forecasting, emphasizing the importance of historical data, market trends, and pipeline management. Mention tools you’ve used in previous positions, such as Salesforce, to support your forecasting accuracy. This shows your analytical skills, which are essential for an Enterprise Sales Account Executive.

Join Rise to see the full answer
How do you stay updated with industry trends and product knowledge?

Indicate your proactive approach, such as following industry news outlets, participating in webinars, engaging in professional networks, and dedicating time to continuous learning in cybersecurity. As an Enterprise Sales Account Executive at Sectigo, being knowledgeable is vital for client conversations.

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What motivates you to succeed in sales?

Reflect on personal experiences that drive your motivation. It could be the satisfaction of meeting and exceeding targets, fostering relationships with clients, or the thrill of closing a challenging sale. Tailor your answer to emphasize that you’re results-driven, a key trait for the role at Sectigo.

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Can you provide an example of overcoming a significant sales challenge?

Detail a specific challenge you encountered in your sales career, the strategies you devised to overcome it, and the successful outcome that followed. This will illustrate your resilience and critical thinking skills, essential for navigating the dynamic environment at Sectigo.

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How do you develop relationships with C-level executives?

Highlight the importance of understanding their business challenges and providing tailored solutions. Discuss strategies for building rapport, such as attending industry events and conducting in-depth research about their companies, helping position you as a trusted advisor rather than just a salesperson.

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What is your experience with using sales engagement tools?

Discuss specific tools you've utilized, like Salesforce or Clari, detailing how they've helped you manage leads, track sales activities, and enhance decision-making. This shows your technical skills and readiness to adapt to Sectigo's processes as an Enterprise Sales Account Executive.

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What steps do you take to ensure a seamless sales process from lead to close?

Explain your systematic approach to guiding a prospect through the sales process, from initial contact to closing. Discuss tactics like personalized follow-ups, continuously addressing client needs, and providing thorough information to drive decisions, which reflects the consultative sales approach valued at Sectigo.

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Sectigo is the market leader in SSL / TLS certificates, DevOps, IoT, enterprise-grade PKI (Public Key Infrastructure) management, and multi-layered web security. Sectigo was founded in 1998 and is based in New Jersey, the United States.

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Full-time, remote
DATE POSTED
March 15, 2025

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