Enterprise Account Executive

We here at Security Compass are on a mission to create a world where we can trust technology.  We get that isn’t easy, but that’s exactly why we are taking up the challenge.  We help enterprise clients manage cybersecurity risk without slowing down their business.  This is achieved by building security into their end-to-end processes with our three offerings: our leading-edge software SD Elements, industry recognized cyber security training and our renown Advisory consulting practice.    

Security Compass is continuing its growth trajectory as the worldwide cybersecurity market grows to exceed US$330 Billion by 2027. We are well positioned in the industry as a leader and trusted partners in the development of secure software.  Security Compass is looking to grow its Enterprise Sales Team in North America with the addition of a highly successful and results-oriented Enterprise Account Executive reporting into the Head of Sales. Working in a hyper-growth environment, this is an exciting challenge for a sales professional to maximize their earning potential.  

We are open to candidates across North America. We are a remote-first company with a head-office in Toronto. 

What you’ll do 

• Hunt for net new logos within Enterprise Accounts ($1B+ in Revenue) and act as the primary point of contact for net new strategic and large accounts in North America
• Responsible for driving the end-to-end software sales process and documenting sales notes through the MEDDPICC framework
• Execute value-driven messaging within a proven GTM framework with a focus on understanding customer pain points and tying them to the outcome of solutions only Security Compass can provide
• Packaging software and enterprise support to maximize value to customers and driving subscription sales in a leading SaaS business 
• Provide leadership and direction for accounts
• Drive efforts with your Sales Development Team for prospecting cold-calling, existing relationships, inbound sales activities, channel partners, marketing programs and events
• Drive forecasting efforts against quarterly sales targets and report to management on weekly progress via our CRM (Salesforce)
• Ability to develop and drive a business plan for your assigned accounts 
• Travel as required to customer sites, Toronto Headquarters and trade shows or events – up to 30% 

What you’ll need to succeed 

• A refined business acumen that effectively uncovers client needs and drives a value-based sale, applying our differentiators as key success factors in our client’s business. 
• A proven hunter mentality with formal training in Challenger, Force Management, or value-based training is a must
• 3+ years of B2B Enterprise Sales experience to Fortune 1000, including existing relationships with decision-makers
• 5+ years SaaS software sales experience, preferably within the cybersecurity space
• Proven track record of exceeding quota requirements 
• Strategic sales experience, selling to management levels of security, development and C-Level stakeholders
• A collaborative, team-player mindset, working with internal stakeholders across marketing, sales and product to drive the best result
• Experience in the application security would be a strong asset
• Experience with Salesforce, LinkedIn Sales Navigator and G Suite an asset

Why Security Compass? 

• Meaningful Work.  We contribute towards making technology in the world more secure and our vision is one of a world where we can trust technology.
• Trust.  It’s important to us that you trust those you work with and are empowered to be yourself. To build this trust and transparency, we encourage open, respectful communication. 
• Innovation.  We encourage you to explore ideas and test new theories, both in your work and in your individual career development plan. 
• Growth.  We make your growth and learning a priority by allocating all our employees with a dedicated learning & growth budget. We give our team members tools and support to be the drivers of their careers and encourage knowledge sharing.
• Life-Work Integration.  We create an environment where you can integrate your work with life in a way that makes sense for you with our hybrid or remote working model, flexible work hours, and unlimited vacation!
• Fun.  We could not have good culture without good fun, and we don’t underestimate its importance. Our casual atmosphere promotes camaraderie, fun and helps bring people together. 
• Embracing Diversity, Inclusion and Equity.  We speak up for inclusion and celebrate diversity in thought. Our goal is to create a safe, equitable workplace where everyone feels like they belong.

What does the interview process look like?

• Phone Interview – You’ll start with a 20-minute phone screen with someone from our Recruitment team to learn more about your background and goals for your next role.
• Hiring Manager Interview (1 hour) - This is an opportunity to meet with the Head of Sales and learn more about the role, the team and the specifics of the role, while they learn more about your job specific experience and how you like to work. 
• Peer Interview - (1 hour) This is an interview with our Director, Account Management
• Panel Presentation - Presentation to our Head of Sales and Key Stakeholders
• Culture-Add Interview – 30-minute virtual meeting with either our Chief People & Culture Officer or CEO to learn how your values align with our CCOAR values of Customer Focus, Collaboration, Ownership, Authenticity and Respect. 

This posting is for an existing vacancy. Click here to start imagining your future at Security Compass! 

Security Compass is an equal opportunity employer. We are committed to meeting the accessibility needs of all individuals in accordance with the Accessibility for Ontarians with Disabilities Act (AODA) and the Ontario Human Rights Code (OHRC). Should you require any accommodation, please inform hr@securitycompass.com  so that an inclusive and barrier free process can be provided for candidates taking part in all aspects of the hiring process.  All information provided will be addressed confidentially.