Principal Account Executive

Required

• 5+ years of experience managing Enterprise SaaS sales teams, preferably within a high-growth technology organization.
• Demonstrated experience managing or selling into the Eastern U.S. territory, with a strong understanding of regional enterprise accounts, market dynamics, and customer landscape.
• Proven success leading teams that consistently achieve or exceed new business and revenue targets.
• Experience selling enterprise cybersecurity or SaaS solutions to executive-level buyers, including Chief Information Security Officers (CISOs), CIOs, and other senior IT and security stakeholders.
• Demonstrated understanding of the security buying process and the ability to coach sales teams on engaging security leaders through complex enterprise sales cycles.
• Experience developing outbound-focused sales organizations with strong prospecting and pipeline generation disciplines.
• Strong understanding of enterprise software sales cycles and modern sales methodologies such as MEDDPICC, Challenger, or similar.
• Proficiency with Salesforce CRM and Clari, including pipeline management, forecasting, opportunity inspection, and sales analytics.
• Experience working with channel partners, resellers, or alliance organizations to drive sales growth.
• Demonstrated ability to coach, motivate, and develop high-performing sales professionals.
• Strong forecasting, pipeline management, and analytical skills.
• Excellent communication, presentation, and leadership abilities.