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Global Account Director-West Coast

1 month ago

San Francisco, California, United States Team Cymru Full time
Overview

We are seeking a highly motivated and results-driven Global Account Director to join our team operating with a general manager and driver mentality. The ideal candidate will be adept at driving revenue growth by acquiring new customers and partners in the region, executing renewals and expansions, and maintaining strong relationships with some of Team Cymru's largest customers.

Job Summary

The Global Account Director will drive revenue growth by acquiring new customers and partners, executing renewals and expansions, and maintaining strong relationships with Team Cymru's largest customers. We are looking for drivers, not passengers. To be successful in this role, we need people who say 'why not' vs 'that's impossible.' Drivers will be given a great amount of freedom in designing their go-to-market strategy and implementation of tactics they will use to win.

Key Responsibilities
  • Meet or exceed assigned sales quota by selling net new Recon, Scout, and Feeds deals to prospective customers.
  • Identify and qualify new business opportunities, convert leads into opportunities, and manage the sales pipeline in Salesforce.
  • Prospect into assigned territory to generate new opportunities.
  • Qualify and convert Marketing Qualified Leads (MQLs) to sales opportunities.
  • Execute renewals and upsell opportunities within existing commercial accounts to maximize revenue growth.
  • Maintain ongoing communication with customers through Quarterly Business Reviews (QBRs), regular phone calls, emails, and in-person events to ensure customer satisfaction and retention.
  • Support customer onboarding and enablement processes to ensure successful adoption and usage of our products and services.
  • Lead customer enablement initiatives, including onboarding, training sessions, and presentations on new use cases.
  • Record all sales activities and keep opportunity records up to date in Salesforce for accurate sales forecasting and reporting.
  • Utilize and maintain the MEDDPICC framework in Salesforce for both new deals and existing customers to drive sales effectiveness and pipeline management.
  • Establish and maintain a customer analytics division in conjunction with CST to leverage statistics and data for understanding customer behavior and preferences.
  • Analyze customer data to identify trends, opportunities, and areas for improvement, leveraging insights to inform sales strategies.
  • Collaborate closely with the Marketing team to convert leads generated through marketing efforts into sales opportunities.
  • Provide feedback to Marketing on lead quality and effectiveness of marketing campaigns to optimize lead generation efforts.
Requirements
  • Excellent verbal and written communication skills.
  • Strong understanding of B2B sales processes and methodologies, particularly in SaaS or technology industries.
  • Excellent negotiation and interpersonal skills.
  • Analytical mindset with the ability to interpret data and make informed decisions.
  • Ability to work independently and collaboratively in a fast-paced environment.
  • Experience in customer success, account management, or sales enablement is a plus.
  • Proficient with Salesforce and other sales tools.
Education and Experience
  • Bachelor's degree in Business Administration, Marketing, or related field.
  • Proven track record of success in B2B sales, preferably in the SaaS or technology industry, particularly in the cyber threat intelligence sector.
Why Team Cymru?

At Team Cymru, we are leaders in the Cyber Threat Intelligence space, serving the largest, most prestigious organizations in the world. We work with the largest Government and Law Enforcement Agencies around the world, plus the largest Enterprise Organizations like Amazon, Microsoft, Cisco, Walmart, PWC, and Crowdstrike trust their security with Team Cymru's data. The mission of Team Cymru is to save and improve human lives by delivering the most comprehensive threat intelligence available, anywhere.