• Identify, research, and engage target accounts across financial services, healthcare, government, and other regulated sectors.

• Leverage your cybersecurity industry network to open doors with CISOs, IT Security Directors, and Compliance Leaders.

• Build and maintain a robust pipeline of qualified opportunities aligned with company growth targets.

• Conduct deep discovery sessions with both technical and business stakeholders.

• Map customer pain points (data security, privacy, insider threats, compliance gaps) to specific client capabilities.

• Understand customer environments, including cloud, hybrid, and legacy systems, and position our client’s integration advantages.

• Collaborate with Sales Engineering to design tailored demonstrations and proofs-of-concept.

• Articulate the technical differentiators of our client: real-time protection, zero code changes, no data migration.

• Handle in-depth security and compliance objections with authority, drawing on your cybersecurity expertise.

• Lead the sales cycle from opportunity creation to contract signature.

• Navigate complex procurement processes, RFPs, legal reviews, and compliance assessments.

• Build consensus across multiple stakeholders (security, compliance, legal, procurement, and business units).

• Negotiate commercial terms while protecting deal value and margin.

• Act as a trusted advisor before, during, and after the sale.

• Build relationships that result in long-term partnerships, expansions, and renewals.

• Represent customer needs to Product and Engineering, influencing roadmap decisions.

• Partner with Marketing on campaigns, thought leadership, and industry events.

• Share field intelligence on competitors, customer challenges, and emerging trends.

• Contribute to the refinement of sales messaging, playbooks, and enablement content.

• 7+ years of enterprise sales experience in cybersecurity, data protection, or cloud security.

• Track record of closing $500K+ ACV enterprise deals with long sales cycles (6–18 months).

• Deep cybersecurity knowledge, with fluency in:

• Data security (encryption, masking, tokenization)

• Cloud and hybrid architectures

• Compliance frameworks (PCI, HIPAA, GDPR, SOC 2)

• Zero Trust and data loss prevention models

• Ability to engage credibly with CISOs, architects, and technical buyers.

• Strong understanding of regulated industries (finance, healthcare, government).

• Existing relationships with security and compliance decision makers is highly desirable.

• Exceptional communication skills: able to simplify complex technical concepts for both technical and executive audiences.

• Comfortable working in a fast-paced, startup environment with evolving priorities.

Preferred

• Experience at a cybersecurity startup or high-growth SaaS company.

• Background in consulting, security engineering, or solution architecture before moving into sales.

• Certifications such as CISSP, CISM, CISA, or cloud security certs (AWS, Azure, GCP).