Commercial Senior Account Executive

About Xage

Xage is the first and only zero trust real-world security company. Powered by the Xage

Fabric, the company’s identity-based Access Management, remote access and

secure data exchange solutions allow customers to secure, manage and transform

operations. With its distributed, scalable and easy-to-operate Fabric, Xage solves the

complex digitization challenges of the real-world operations we rely on. Xage customers

include leaders in manufacturing, energy, utilities, Space, logistics and transportation.

Xage Security has been recognized as one of the fastest growing tech companies in

North America in the recent CNBC’s Top 100 of the World’s Most Promising Start-Ups,

and has raised a total of $62 million in venture capital.

About the role

Xage is looking for a highly motivated Sr. Account Executive for our enterprise sales

business in the Americas. This person is responsible for establishing and developing

business through existing and new clients. Additional responsibilities of this role are to

work with the end-users, customers/prospects, industrial operators, partners and

system integrators to build strategic advisor relationships and capture sales

opportunities. Your focus will be on developing and driving specific end customer

opportunities and bookings directly and through partners. You thrive in a start-up

environment, being fast paced, self motivated and are a task master. You are proactive

in your approach and control your own destiny, refusing to accept anything less than a

successful outcome. You strive to be the absolute best at what you do and are an

expert at time management. Experience in Pacific Northwest, Calgary, SLED.

Be inquisitive by nature and drive structure in everything you do. Last but not least, a

rolling up your sleeves attitude is very important – Xage is still a startup and a very lean

and ambitious company – in our team, we balance speed with precision and execution.

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