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Enterprise Account Executive

2 months ago

Washington, United States Salt Security Full time

Salt Security is the original API Security vendor pioneering the market as the first vendor in 2018. Since then we have exhibited hyper-growth in a number of customers, threats stopped, and revenue. We saw API security as the security battleground of the future years ago as APIs started to form the foundation of the application innovation needed to drive business success today. Across banks, retail and transportation, IoT, autonomous vehicles, and smart cities, every modern app depends on APIs. Attackers realize APIs are the conduits to all sorts of valuable data and services - within the year, APIs are predicted to be the number one application threat vector. Without secure APIs, businesses cannot rapidly innovate. Salt Security has delivered the only patented solution to discover all APIs and their exposed data, stop API attackers, and provide remediation details for dev teams to write more secure APIs.

At Salt, we're passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.

Want to make a big difference? We encourage you to apply

The use of APIs has allowed organizations to innovate faster, deliver improved customer experiences and compete in new markets. The challenge with such explosive growth of API usage is that APIs connect the world and provide access to organizations' most sensitive data. This has left organizations trying to defend against an increasing attack surface and new attacks that have been introduced. In the last 12 months, API attacks increased in frequency by 681%.

Salt Security recognized that traditional security tools were not built for securing APIs and that the industry was in need of a solution that can provide continuous discovery, runtime protection and proactive security to detect and protect against API attacks. With a 4+ year head start in the market, Salt Security offers the most mature solution for end-to-end API security, providing organizations with the ability to secure their digital businesses now and in the future.

About the role:

As an Enterprise Account Executive, you will be responsible for building pipeline and selling Salt Security's industry leading API Protection Platform to Enterprise customers in the Mid-Atlantic Territory. This role is a unique opportunity to introduce a truly innovative solution to organizations that are in need of a new approach to securing their APIs.

What you'll do:

  • Establish a regional strategy for net new logo pipeline generation
  • Identify and drive targeted prospecting activities
  • Manage pipeline activities including driving deals through presentations, product demos, and POVs
  • Land and expand sales opportunities with Enterprise accounts in your region
  • Drive deals to closure and deliver on your sales targets consistently quarter over quarter
  • Develop a strong working relationship with your internal colleagues which includes but is not limited to channel, sales engineering, marketing, business development, and customer success
  • Work with channel and alliance partners in your region to add net new logo opportunities to your pipeline
Requirements:
  • 5-7 years of SaaS sales experience (cybersecurity required)
  • Proficiency in account planning and execution (hunt & grow)
  • The ability to prospect and sell to C-level and senior-level relationships within large organizations
  • Experience with target account selling, solution selling, and/or consultative sales techniques
  • Proven track record of closing six-figure cloud deals with prospects and customers
  • Ability to work in a fast-paced growing company environment
  • Prior experience working with channel and alliance partners
  • Willingness to travel within your region as required
  • Residing in Mid-Atlantic region required