Senior Account Executive (Remote)

As a Senior Account Executive at ZenGRC, your primary responsibilities include owning the full sales cycle, prospecting new clients, delivering engaging product demonstrations, and building long-lasting relationships with security leaders. You will also work closely with our talented team to close complex deals, leveraging your expertise in GRC to drive significant revenue.

To qualify for the Senior Account Executive position at ZenGRC, candidates should have at least 5 years of experience in quota-carrying sales, specifically in GRC software or technology. Proven success in selling to information security professionals is essential, along with strong presentation skills and a hands-on sales approach.

ZenGRC values work/life balance for its Senior Account Executives by offering a fully remote work environment and unlimited PTO. Our culture fosters collaboration and online engagement, allowing you to connect with team members while maintaining flexibility and personal well-being.

The commission structure for a Senior Account Executive at ZenGRC is uncapped, providing you with the potential to significantly enhance your earnings based on your sales performance. This means that your hard work directly translates into financial rewards!

ZenGRC offers a competitive benefits package that includes medical, dental, and vision coverage, a 3% 401k match, unlimited PTO, and wellness initiatives. Our employees also enjoy equity options, making them stakeholders in our success.

When answering this question, focus on specific examples of your previous sales roles, detailing how you've successfully closed deals or acquired key clients in the GRC field. Highlight any metrics or achievements that demonstrate your sales performance.

A solid answer would entail discussing your methods for researching potential clients, leveraging networking opportunities, and using CRM tools like Salesforce to identify prospects. You should also mention any techniques you use to warm up leads before engaging them directly.

Discuss your strategy for tailoring product demonstrations to meet the specific needs of potential clients. Emphasize the importance of showcasing the unique value proposition of ZenGRC products and how you engage with your audience during demonstrations.

Explain your approach to objection handling by actively listening to the client's concerns, empathizing with their situation, and providing tailored responses that address their specific hesitations. Highlight any successful outcomes you've achieved by resolving objections.

Share examples of how you’ve collaborated with colleagues in a team-selling approach, including communication strategies, sharing insights on client needs, and jointly developing solutions for complex deals that benefit all parties involved.

Prepare a detailed response that outlines the circumstances of the deal, the objections faced, the strategies you employed to overcome those challenges, and the successful outcome. This showcases your problem-solving skills and resilience.

Discuss your methods for maintaining client relationships beyond the sale, such as regular check-ins, providing ongoing support, and ensuring they receive continuous value from your products. Mention how these practices lead to client retention and referrals.

Explanation should include how you follow industry news, participate in relevant webinars, and engage with online forums. Mention any memberships in professional organizations where you can network with other GRC professionals.

Articulate your interest in ZenGRC by discussing its innovative approach to GRC solutions, its growth trajectory, and alignment with your professional values and career goals. Demonstrating knowledge of the company’s mission and products will impress the interviewer.

Mention key performance indicators such as quota attainment, sales cycle length, customer acquisition cost, and customer lifetime value. Clarifying your focus on data-driven decision-making reflects a professional approach to sales.