Commercial Senior Account Executive

Your Opportunity:

• Develop and build pipeline of customer accounts in specific industry verticals.
• Work with large industrial end-users to bring them on as Xage clients, and work with the end-users’ existing Systems Integrators to facilitate the adoption of Xage.
• Work with Xage marketing, product management and engineering to help forge the right client relationships, from first contact through delivery.
• Drive and negotiate pricing and commercial terms with customers.
• Build success stories utilizing a consultative approach, leading to reference-able wins.
• Evangelize Xage, including Xage’s vision and approach at industry events.
• Contribute to and work with the Partner GTM plan including target customers, partners, and channels.
• Assist/make recommendations in recruiting partners as a part of overall partner business strategy.
• Strategy and execution of joint marketing events and activities with partners.
• Identify, qualify and develop new opportunities through prospecting and networking.
• Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development.
• Consistently achieve assigned monthly, quarterly and annual sales revenues/quotas and other regional objectives established by the VP of Sales/CRO.
• Manage the day to date activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers.
• Utilize channel sales resources in your region as necessary.
• Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management.


About you
• The successful candidate would have a proven track record of building customer relationships, closing new bookings, delivering ICS, IIoT, security, cyber security and/or operations software products directly with customers and through partners.
• Ability to build strong and actionable relationships in complex situations with multiple stakeholders, from C-suite to operational personnel.
• Strong deal-making and negotiating skills.
• Familiarity with and understanding of the industrial ecosystem across the territory.
• Entrepreneurial and high energy.
• Understand sales stages, documenting, updating daily/weekly in CRM and have strong working knowledge of CRM tools (HubSpot preferred) and hold yourself accountable to a high standard of data integrity.
• Provide monthly and quarterly sales forecasts and prepare for an present at QBR’s.
• Work collaboratively with functional peers including Product Management, Customer Success and Marketing.
• Experience with comprehending and conveying technical details.
• Experience managing global customers.
• Cybersecurity technology sales and business development experience is a plus.
• Experience in a start-up or entrepreneurial environment is a plus.
• 10+ years of relevant business development and sales experience.
• Willingness to travel up to 50% of the time.
• Excellent English written and verbal communications skills.


Perks 
• Competitive salary and Equity.
• Full health, dental, vision insurance.
• We will process visa transfers and immigration. 
• Work with founders and executives closely and participate in all aspects of company building. 
• Early stage opportunity in a massive sized market with proven traction and growing rapidly .


Awards and Recognition
• Xage Security has received numerous awards and recognition, including:
• CNBC: 100 of the World’s Most Promising Start-Ups
• Forbes: Top 25 IoT Startups to Watch 2019
• San Francisco Business Times: Top 10 Best Places to Work for 2019 and 2020
• IoT Breakthrough Awards: 2021 Emerging Company of the Year
• SC Awards” “Best Identity Management Solution” finalist 2022 
• Network World: 10 Hot IoT Startups to Watch 2018
• Gartner: Gartner Cyber-Physical Systems Protection Platform and OT Security (2022) 
• TSA Certified