We are seeking a high-performing Strategic Account Executive to lead sales efforts across the Northern California region, targeting large enterprise organizations above 10,000 employees. This is a pivotal role requiring a strong work ethic, relentless drive, and purposeful daily activity to build and maintain a robust pipeline and exceed revenue targets.
The ideal candidate thrives in a fast-paced, high-output environment, demonstrates ownership of their territory, and executes with precision and urgency. This individual will collaborate closely with senior sales leadership, channel partners, and cross-functional teams to drive value-based sales engagements that solve complex IT and security challenges for major customers.
Key Responsibilities
- Develop and execute a comprehensive regional strategy designed to deliver a 4x pipeline relative to quota.
- Operate with a bias for action and a focus on measurable outcomes, holding yourself accountable to activity goals and performance benchmarks.
- Build and nurture strong channel and security/IT vendor partnerships, leveraging their reach and influence to accelerate growth.
- Qualify and advance opportunities using value-based selling methodologies and frameworks such as MEDDPIC, ensuring clear business value alignment with customer needs.
- Maintain high-quality hygiene in Salesforce and Clari, including:
- Consistent and insightful Chatter posts
- Clear, strategic next steps for all active opportunities
- Up-to-date MEDDPIC criteria
- Accurate and timely forecasting with realistic close dates
Minimum Qualifications
- 10+ years of success in a closing role selling to Enterprise accounts, with a proven hunter mentality and consistent quota attainment.
- Experience managing and closing complex, multi-stakeholder sales cycles within large organizations.
- Demonstrated ability to build and execute a regional go-to-market strategy, coordinating effectively with channel partners, tech alliances, BDRs, SEs, Marketing, and Product.
- Strong working knowledge of enterprise IT and security environments, including solutions like endpoint protection, vulnerability management, SIEM, CMDB, Active Directory, firewalls, cloud platforms, and SaaS offerings.
Preferred Qualifications
- Strong negotiation skills with a history of driving value-based deals and minimizing discounting.
- Highly self-motivated and proactive, with the ability to work independently and efficiently in a remote, field-based environment.
- A disciplined operator who understands the importance of CRM hygiene, structured deal execution, and precision in forecasting.
- Demonstrates a strong work ethic, integrity, and a commitment to excellence in every customer interaction.
- Competitive spirit and a deep drive to win, not just against quota, but in delivering transformational outcomes for customers.
- Strategic thinker with resourcefulness and the ability to adapt and thrive in dynamic, fast-evolving conditions.
This is more than a sales job, this is a high-impact role for someone ready to own their business, execute at a high level, and be a key contributor to the company’s growth in a top-tier market.
#LI-SK1 #LI-REMOTE
Axonius is committed to fair and equitable compensation packages. A candidate’s salary will be based on qualifications and relevant experience. In addition to a competitive salary, our packages include stock options and attractive benefits.
About Axonius:
Axonius transforms cyber asset intelligence into actionability. With the Axonius Asset Cloud, customers preemptively tackle high-risk and hard-to-spot threat exposures, misconfigurations, and overspending. The integrated platform brings together data from every system in an organization’s IT infrastructure to optimize mission-critical risk, performance, and cost measures via actionable intelligence.
Covering cyber assets, software, SaaS applications, identities, vulnerabilities, infrastructure, and more, Axonius is the one place to go for Security, IT, and GRC teams to continuously drive actionability across the organization. Cited as one of the fastest-growing cybersecurity startups, with accolades from CNBC, Forbes, and Fortune, Axonius supports millions of assets for leading customers across industries and around the world.
Axonius makes it a priority to invest in our people with competitive compensation and benefits, growth opportunities, community-building, and so much more. Learn more about benefits at Axonius.
At Axonius we support a diverse and inclusive workplace and believe in equal employment opportunity. We welcome people of different backgrounds, experiences, abilities and perspectives, regardless of race, color, ancestry, religion, age, sex, gender identity, national origin, sexual orientation, citizenship, marital status, disability, or Veteran status.
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