Mid-Market Account Executive

Working at Thoropass At Thoropass, we are on a mission to transform an industry that's never been known for innovation, but we aren't letting that stop us. We love collaborating to come up with new ways to solve problems that would stump other teams, and we have created a workplace where the best idea wins, and we bring out the best in each other... Our team is full of entrepreneurial people with a bias toward action, an insatiable intellectual curiosity, and a desire to learn and grow personally and professionally. By bringing remarkably talented people together, we have the opportunity to create something truly amazing for our customers and our team. What We Do Thoropass combines simple software with expert guidance to help SaaS companies manage security compliance, security audits, and enterprise procurement security diligence. Thoropass helps companies adopt stage-appropriate compliance practices that small to enterprise level organizations can trust and reduce the time and costs of security audits by 50% or more. We are a rapidly expanding team, headquartered in New York. We were founded in May 2019 and raised our Series C funding in November 2022. Our top investors include J.P. Morgan, PayPal Ventures, Fin Capital, Centana, and Bain Capital. We're growing customers and revenue dramatically, and we're poised for continued break-out growth in 2024 and beyond. We're looking for an experienced, Mid-Market Account Executive to join Thoropass and our fast-growing sales team. • Does being a critical player on a growing sales team excite you? • Are you motivated to push our sales efforts to the next level? • Are you excited to combine your sales expertise with your aspirations and creativity to help us build out and scale our sales playbooks and sales team? • Do you have a strong desire to win that pushes you to put in the effort, do the little things, and motivate those around you? If so, let's talk. As a member of our sales team, you will help drive our growth into new markets. Your sales calls will be legendary for those that follow in your footsteps. Your closing skills and out-of-the-box thinking will push marketing to pump out great content modeled on you. You will be an inspiration to the sales development team and a trusted consultant to prospects. As organizations continue to invest into technology, security and compliance has never been more important. You will play a pivotal role in transforming organizations in spearheading the implementation of our full end-to-end security and compliance solution. Your influence will extend beyond merely driving sales - you will be at the forefront of empowering organizations to enhance efficiency, reduce costs and establish a more resilient compliance program. Through your strategic engagement with mid-market / enterprise organizations, you will be instrumental in showcasing how Thoropass enables businesses to navigate regulatory landscapes seamlessly. Ultimately, you will help guide each prospect in adopting our end-to-end solution, fostering a culture of adherence and accountability within the compliance ecosystem. Essential day-to-day activities include: • Closing high five & six-figure deals in a 6 week to 6 month sales cycle • Managing a pipeline of prospects from client referrals, several inbound channels, and your own business development efforts • Working closely with marketing and sales operations to identify new content, messaging, potential channels, and sales enablement tools • Refining and developing sales processes that can be scaled as we grow • You will play a vital role in growing our revenue and building systems and processes to exponentially scale based on your example. What we are looking for: We're looking for a talented and hungry sales professional committed to winning and eager to roll up their sleeves to build a great company. As we continue to build our upmarket team, we're looking for a curious, self-starter with passion, grit, and a strong bias towards action. This is someone who is flexible and excited by an entrepreneurial, fast-moving environment. The ideal candidate has 4-6 years of experience either in: B2B sales, prospecting and closing new business in a Mid-Market or Enterprise role; or Infosec/Compliance consulting sales at a top firm looking to get into tech. This position is hybrid and based in our NYC office. The successful candidate will need to be in our midtown Manhattan office 2 days per week. Required: • Proven track record of success closing six-figure deals; ideally selling into mid-market or growth tech companies • Outstanding communicator with a demonstrated strength in writing • Strong business development mindset and strategic thinking in the new age of outbound • Ability to perform and run your own demo's with a technical solutions engineer there to support • Creative thinker, innovative and resourceful in both your ideas and methods, possessing a get-it-done mentality, unafraid to take risks • Intellectually curious, self-starter and fast learner that can understand complex technical issues • Obsessive about delivering results, winning and over-achieving • Strong analytical and organization skills with attention to detail and experience managing a pipeline and tracking sales activities in a CRM (Salesforce preferred) • Experience with SaaS sales tools (e.g., Salesforce, Salesloft, Gong, etc.) and techniques (e.g., MEDDIC, Winning by Design, Challenger Sale, Value-based Selling, Sandler, etc.) Bonus Points • Experience in compliance or information security • Experience at a later stage SaaS company Compensation & Perks: • The on-target earnings (OTE) for this position is between $230,000 - $250,000/yr • $110,000 - $130,000 base salary + an uncapped variable • Exceptional health, vision, and dental care • Equity in a fast-growing company • Unlimited PTO • Home office equipment stipend • Monthly wellness stipend • Learning and development stipend • Dog-friendly office & pet insurance! • Preference for Greater NYC candidates Equal Opportunity Thoropass provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Even if you feel you don't meet every requirement, consider applying! Thoropass acknowledges the research which shows that women and people of color are less likely to apply for jobs when they don't meet all of the stated qualifications. However, we're looking for authentic innovators to blaze new trails and you just may be the right person for this or another role