Requirements
- Build, develop, and scale a high-performing team of Account Executives, translating company vision into individual excellence and collective momentum.
- Hire exceptional talent, identifying people who combine technical acumen with adaptability, ambition with humility, and individual drive with team-first mindset. Use predictive hiring, skills assessments, and rigorous interviewing to raise talent density.
- Create a culture of coaching and continuous improvement: model vulnerability, demand rigor in feedback, and celebrate growth as much as wins. Coach reps through call reviews, role plays, and real-time guidance, and participate on client meetings when required.
- Guide Account Executives through complex, multi-stakeholder sales cycles (CISO, CIO, procurement, legal)
- Foster a 'learn from failures' environment where reps and the team experiment boldly, iterate quickly, and extract lessons that compound over time.
- Hold the team accountable for pipeline build, deal efficacy, and quota attainment while maintaining psychological safety. Drive urgency and execution without burning people out.
- Own net new ARR, inclusive of both expansion and new logo growth for your sales organization. Set aggressive but achievable targets, ensure consistent quarter-to-quarter progress, and drive pipeline discipline from day one.
- Establish and operationalize a repeatable sales process: define handoffs, qualify rigorously, forecast with confidence, and execute with precision. Use CRM and sales tools (Salesforce, Gong, ZoomInfo, Rattle) to create visibility and accountability.
- Develop expertise in cybersecurity, identity, and password management landscapes — understand our buyers, competitive positioning, and market dynamics deeply.
- Collaborate closely with Sales Development, Sales Engineering, Customer Success, and Marketing to align strategy, eliminate friction, and maximize conversion at every stage of the funnel.
- Work with Channel Partners to expand go-to-market and unlock new customer acquisition vectors.
- Own and deliver quarterly and annual revenue targets
- Forecast accurately and manage pipeline health across segments
- Actively embed AI into your sales operations: use AI to qualify leads faster, identify deal risk signals early, auto-summarize conversations for coaching, and surface patterns that improve win rates.
- Challenge your team to leverage AI tools (ChatGPT, industry-specific platforms, predictive analytics) to accelerate research, generate personalized outreach, and focus high-touch selling on closing, not admin.
- Use data and AI insights to coach smarter: analyze Gong call recordings with AI assistance to identify coaching moments, uncover team strengths/gaps, and accelerate rep development.
- Experiment ruthlessly with AI across hiring, forecasting, and customer targeting. Model this innovation mindset for your team and share learnings across the org.
- Reduce sales cycle length by 15–25% in year one by embedding AI-informed strategies into prospecting, qualification, and deal acceleration.
Benefits
- Equal Parental leave - regardless of gender, up to 20 weeks fully paid leave to take care of their new baby, within the first year of birth or adoption
- Mental health services through Spring Health and well-being days
- Mentorship program - select your mentor from our internal pool and continue your learning path!
- Comprehensive health coverage, including dependents
- Unlimited PTO
- Betterment 401(k) retirement plan
- Paid holidays and sick leave
- Donation matching program - give back to the community and support actions that lead to positive social impact under the historically marginalized communities. Every donation will be matched by Dashlane, up to $500 per year
- Weekly lunch in the office and monthly happy hour
- Team buildings & seasonal social events
Additional Information
- English as your working language.
