Account Executive, Existing Business

The Existing User team is responsible for the growth and expansion of Dispel's large and fast growing clients. As an Account Executive, you'll manage existing relationships to identify new opportunities and expand Dispel's footprint within existing accounts. Specifically, we're looking for someone who can execute on long-term sales strategies, engage with internal and external stakeholders, align on technical and business requirements with product teams, lead commercial negotiations, and close deals.
You will

• Work with existing Dispel customers to develop and execute long-term sales strategies to expand Dispel's revenue
• Own the full sales cycle, from business case development, to deal structuring and negotiating, to close
• Drive deal strategy and commercial negotiations for large, complex renewals
• Develop relationships with executive stakeholders within your book of business
• Be responsible for account mapping and coordinating effective meetings with the appropriate external stakeholders expanding the customer relationship
• Lead and contribute to team projects to develop and refine our sales process and help shape the Dispel sales culture

• Attend conferences: booth manning, lead qualification, immediate follow up and initial meeting scheduling (by phone, email, and letter)
• Attend networking events to build awareness with vendors and relationships prospective clients
• Attend Dispel social events in various cities with existing clients
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analyses
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy

Requirements

• 5+ years of cybersecurity, OT/ICS, or other related sales experience
• Ability to understand technical requirements and craft solutions across multiple products
• Ability to develop and execute account plans spanning multiple business units across complex organizations
• A knack for working well with a wide range of people, both internally and externally
• Strong presentation skills, particularly for in-person meetings with multiple stakeholders
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space

What we look for

• Outgoing: you're the one who makes friends with the person next to you in line for coffee.
• Curious: we're working on new technologies that solve age-old problems. You'll want to learn how it was done before, what we're doing that's different, and question why (and if!) the way we do it is better.
• Ability to convey complex cybersecurity and engineering topics into plain English (and other local lingos).
• Caretaking spirit for the leads you generate going all the way to being closed deals.
• Strong listening: most of sales is not pushing a product. It's listening to what problems a client says they have, and coming up with a tailored, articulate way to solve their personal problem.
• Optimistic: selling can be hard. Selling to jaded cybersecurity experts moreso sometimes.
• Want to travel: you'll be getting on planes. A lot. Sometimes to far-flung places like Tokyo and Bahrain, sometimes to small towns in middle America. Join the Navy, see the world.
• Work well with small teams: as with all tech companies, there's a flat organization here. Be prepared to do different things.
• Growth mindset: you'll be given tasks you don't think you can handle. And then you'll learn how to tackle them, and excel.

Benefits

Salary range is salary + on target commission (OTE) + incentives.

This is an uncapped commission role.

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k)
• Life Insurance (Basic, Voluntary & AD&D)
• Paid Time Off (Vacation, Sick & Public Holidays)
• Family Leave (Maternity, Paternity)
• Short Term & Long Term Disability
• Training & Development
• Work From Home
• Stock Option Plan