Account Director, Cyber

As an Account Director, Large Enterprise — Cybersecurity, you'll work with some of our largest cybersecurity customers, winning new business and expanding adoption within existing accounts. You'll help these organizations apply AI across their products, security workflows, and business operations. This role combines cybersecurity industry knowledge, technical understanding, executive engagement, and ownership of complex enterprise sales.

Responsibilities

Own a portfolio of large enterprise cybersecurity accounts, developing strategies that drive new business, enterprise adoption, and expansion; Create demand through proactive prospecting, executive outreach, and a deep understanding of each customer's business strategy, product roadmap, and security priorities; Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close; Help executives identify opportunities to apply AI across cybersecurity products and workflows, in partnership with technical specialists; Build relationships across security, engineering, product, business operations, and procurement teams; Partner with solutions engineering to translate technical capabilities into customer programs with measurable business outcomes; Navigate customer requirements around data privacy, sensitive security information, governance, and deployment; Win initial deployments and expand successful use cases across teams, business units, and geographies; Own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth; Maintain rigorous account plans, opportunity management, and revenue forecasts; Bring cybersecurity customer and market insights to Product, Engineering, and GTM teams; Help build the processes, practices, and culture of a growing sales organization

Requirements

14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers, with substantial experience in cybersecurity; Demonstrated success winning new customers and expanding existing accounts within the cybersecurity ecosystem; A strong understanding of cybersecurity buyers, enterprise security workflows, and the commercial priorities of cybersecurity companies; Generating pipeline and creating demand through proactive account development, including opportunities where the customer has not yet defined a project or allocated budget; Designing and executing complex deal strategies with multiple decision-makers, technical requirements, security reviews, and procurement processes; Selling across business units and functions, building support beyond a single buyer, team, or use case; Working directly with C-level executives, including CISOs, CIOs, and CTOs, to connect technology investments to business strategy and measurable value; Selling technically complex products in close partnership with engineering and solutions teams; Navigating enterprise requirements related to data security, privacy, governance, and risk management; Leading enterprise transformation opportunities from early discovery through deployment, adoption, and expansion; Managing consumption-based revenue models, including forecasting usage, driving adoption, and identifying opportunities for growth; Succeeding in fast-growing environments that require independent judgment, initiative, and accountability

Nice to have

Have a hunter mentality; Understand the cybersecurity landscape; Take ownership; Can guide an executive journey; Are customer-centric and commercially driven; Are technically curious; Exercise sound judgment; Think across the enterprise; Are a builder; Have a passion or deep curiosity for AI

Benefits

Relocation assistance for new employees