Enterprise Account Executive - job 1 of 2

As an Enterprise Account Executive at Sysdig, your primary responsibilities include implementing effective sales strategies tailored to your territory, managing a high-velocity SaaS funnel through both inbound and outbound leads, forecasting sales quotas, and tracking opportunities via CRM tools. You'll also collaborate with various teams to enhance the sales cycle, promote relationships within our partner ecosystem, and communicate Sysdig's value drivers and differentiators to potential clients.

To qualify for the Enterprise Account Executive position at Sysdig, you should have over 7 years of IT Enterprise Sales experience, focusing heavily on security solutions including SaaS security and cloud security. A proven track record of exceeding sales targets is essential, as well as experience with Salesforce and Clari. Exceptional communication skills and an entrepreneurial spirit are crucial traits that will help you succeed in this role.

Sysdig is committed to the well-being of its team members, providing extra days off to prioritize mental health and well-being. As an Enterprise Account Executive, you can access mental health support resources through the Modern Health app, ensuring you and your family have the necessary support to thrive both professionally and personally.

Sysdig prefers candidates for the Enterprise Account Executive position who have experience in SaaS sales, particularly those with a strong focus on security-related solutions including Kubernetes/container security. Familiarity with hunting new business opportunities in untapped or greenfield territories is also advantageous, as is experience with sales methodologies such as MEDDPICC and Challenger sales.

A successful Enterprise Account Executive at Sysdig is someone who possesses a deep understanding of the competitive landscape in cloud security, has the ability to foster C-level conversations, and is driven by a strong work ethic and resourcefulness. They work collaboratively across various teams, leverage diverse sources for sales pipelines, and demonstrate a solid capacity for learning new products quickly, ultimately contributing to Sysdig's goals and values.

When forecasting sales quotas, I assess historical sales data, market trends, and current pipeline opportunities. I prioritize setting realistic yet ambitious goals and ensure regular check-ins with my team to adjust the forecast based on real-time data, ensuring our overall sales strategy aligns with company objectives.

Certainly! In my previous position, I identified a new market segment that our product could cater to. I crafted a targeted outreach campaign, collaborated closely with marketing, and engaged existing customer networks to generate referrals. As a result, I exceeded my sales targets by 30% within that quarter.

Managing relationships with key accounts requires a blend of proactive communication, personalized service, and responsiveness to their needs. I schedule regular follow-ups to understand their goals, address any challenges, and provide value through tailored solutions, which helps maintain strong, long-term partnerships.

Effective strategies for closing deals include building strong rapport with the prospect, understanding their pain points, and providing tailored solutions that directly address their needs. Additionally, utilizing urgency and highlighting the unique value propositions of our product help in creating a compelling case for prospects to commit.

Salesforce has been a cornerstone of my sales process. I use it for tracking opportunities, managing my pipeline, and analyzing sales activity. By regularly updating my leads and accounts in Salesforce, I can effectively prioritize my focus and ensure alignment with team members for collaboration and success.

Sysdig stands out in the cloud security market due to its comprehensive security solutions that integrate runtime insights and open source tools like Falco. Our emphasis on real-time threat detection and the passion for delivering value to our clients sets us apart from competitors, which I believe is critical for my role as an Enterprise Account Executive.

Handling objections effectively involves active listening, empathy, and providing clear, supportive responses. I acknowledge the prospect's concerns, clarify any misunderstandings, and offer evidence or case studies to alleviate their doubts, followed by asking open-ended questions to pivot the conversation back to their needs.

Collaboration is key to success in sales. I actively engage with marketing, customer success, and product teams to align our strategies. This collaborative approach not only enhances the customer experience but ensures consistent messaging and more effective solutions tailored to client needs.

I keep my sales skills sharp by attending industry webinars, reading relevant literature, and participating in sales training workshops. Additionally, I regularly seek feedback from colleagues and mentors, as this allows me to continuously refine my approach and adapt to changing market conditions.

I want to work for Sysdig because of its strong commitment to innovation in cloud security and its values of inclusivity and collaboration. I admire your focus on open source solutions, and I believe my background in enterprise sales aligns well with Sysdig’s mission to empower clients to secure their cloud-native applications successfully.