New Business Sales Executive – Majors Team

As a New Business Sales Executive at SecurityScorecard, you'll be responsible for identifying, qualifying, and acquiring new customers within named accounts. This includes relentless prospecting through cold calling, social selling, and networking, while crafting compelling messages tailored to decision-makers in cybersecurity and risk management. Your role also involves driving the full sales cycle, from initial prospecting to negotiation and closing deals, ensuring effective collaboration with channel and marketing teams for maximum deal velocity.

To apply for the New Business Sales Executive role at SecurityScorecard, you should have over 8 years of experience in enterprise software sales, with a strong focus on hunting for new business. Ideally, you’ll have at least 5 years of experience selling cybersecurity solutions, a proven track record of exceeding quotas, and experience engaging with C-level executives. Excellent communication skills and strong organizational abilities are also vital for success in this role.

SecurityScorecard is committed to the professional growth of its employees, including New Business Sales Executives. The company provides regular training programs, access to industry-leading resources, and opportunities for mentorship as well as collaboration with experienced sales teams. Additionally, our culture encourages continuous learning and networking, enabling you to stay at the forefront of the cybersecurity landscape and hone your sales skills.

The estimated total compensation for a New Business Sales Executive at SecurityScorecard ranges from $275,000 to $300,000, which includes both base salary and performance-based bonuses. Compensation may vary based on individual skills and experience, with additional opportunities for stock options and annual performance incentives, making this a lucrative position for motivated sales professionals.

The work culture at SecurityScorecard is dynamic, inclusive, and highly engaging, recognized as one of the best places to work in NYC. As a New Business Sales Executive, you'll feel empowered in a collaborative environment that values creativity, resourcefulness, and initiative. Our commitment to diversity and employee engagement ensures that everyone on the team contributes to and shapes our success in the cybersecurity sector.

When approaching prospecting as a New Business Sales Executive, it's essential to use a mix of traditional and innovative techniques. Emphasize the importance of building a target list, leveraging social media for connections, and personalizing outreach efforts. Discuss your strategies for tailoring messages to address specific pain points and highlighting the unique value of SecurityScorecard's offerings for prospective clients.

In engaging C-level executives, I focus on understanding their unique challenges and priorities. It’s vital to do thorough research beforehand to tailor my messaging accordingly. Sharing high-level insights and addressing how SecurityScorecard can facilitate their business objectives will help to create a meaningful dialogue and establish trust in my approach.

Maintaining an accurate pipeline is crucial in sales. I utilize CRM systems to log interactions, track progress, and forecast sales. Setting regular check-ins and reminders for follow-ups ensures that I keep the pipeline engaged. I also prioritize opportunities based on urgency and potential revenue, allowing me to manage my time and resources effectively.

When faced with objections, I approach the situation with curiosity and understanding. It’s important to listen carefully to the client's concerns and address them with data and case studies that demonstrate the success of SecurityScorecard's solutions. By positioning myself as a problem-solver and consistently reinforcing value, I can often turn objections into opportunities for further discussion.

Staying current with cybersecurity trends involves a multi-faceted approach: following relevant industry blogs, attending webinars, engaging in forums, and participating in professional organizations. Regularly reading insights from thought leaders helps keep me informed about challenges and innovations in the space, enabling me to position SecurityScorecard effectively against competitors.

In a successful sales cycle I led, I began by researching a major client in the finance sector who was concerned about their cybersecurity posture. I crafted a personalized outreach strategy that addressed their specific risks and set up a series of meetings. Through consultative discussions, I demonstrated how SecurityScorecard’s offerings could enhance their risk management framework, ultimately closing a six-figure deal that exceeded their expectations.

Time management is key in my role as a New Business Sales Executive. I use a combination of prioritized task lists and scheduling tools to allocate dedicated blocks of time for prospecting, follow-ups, and research. Setting clear goals and deadlines helps me stay organized and focused, ensuring that I make consistent progress across all accounts.

My passion for selling cybersecurity solutions stems from the vital role they play in protecting businesses and their stakeholders. I find it rewarding to help organizations navigate complex security challenges and to contribute to making a significant impact on their operational resilience. This motivation drives my commitment to understanding each client’s specific needs and providing tailored solutions that achieve their objectives.

Collaboration with marketing and channel teams is critical for driving sales success. I regularly engage with marketing to provide feedback on customer insights and help refine campaigns. Working with channel partners, I foster strong relationships that can lead to referrals and joint prospects. Open communication and shared goals help align our efforts and create synergy across teams.

Tailoring messaging for different prospects involves thorough research and understanding their unique pain points and objectives. I segment my target audience based on industry, size, and specific challenges to personalize my outreach. This might include using relevant case studies or industry-specific terms that resonate with their experiences, creating a compelling narrative that speaks directly to their needs.