Account Executive

Overview

We are seeking a highly motivated and results-driven Account Executive to join our team. As an Account Executive at Defense.com, you will play a pivotal role in driving the growth of a start-up business with big ambition, by acquiring new customers and expanding our reach in the SaaS / cyber security market.

You'll be responsible for identifying and pursuing sales opportunities, through both inbound generated leads as well as identifying opportunity through outreach, nurturing existing relationships, and closing deals with businesses looking to leverage our cutting-edge solutions. With a focus on acquiring, growing and retaining accounts, the Account Executive will work closely with operational teams to ensure accounts are pro-actively managed and that cross and up-sell opportunities are maximised.

Within the role, the Account Executive will need to build strong relationships with client stakeholders, and we are looking for someone who is able to deliver excellent client service whilst being able to identify and close new opportunities within the account.

Previous B2B sales experience is essential along with determination, motivation and a positive attitude! You will be joining a startup business with huge goals, who are continually striving to be the best. In this role you will need to be determined to succeed, resilient, with a flexible approach and be comfortable in the knowledge that the responsibilities of this will evolve as the company continues to grow and expand the services it provides.

Our standard working hours are 9:00am to 5:30pm Monday to Friday.

Applicants should be confident, professional and engaging as well as highly motivated to maximise their earnings through our generous uncapped commission scheme. We have a positive and inclusive working environment and offer several additional benefits and rewards.

Responsibilities

• Identify, win, and secure new business through both inbound and outbound activity.
• With support from Marketing, build a robust pipeline of potential customers through research and lead generation.
• Manage existing Defense.com accounts providing a best-in-class client experience to ensure retention.
• Understand client needs and tailor solutions to meet their specific requirements.
• Effectively communicate the value of our SaaS product to prospects & existing customers alike.
• Lead the entire sales process, from prospecting and qualification to negotiation and closing.
• Create and deliver compelling sales presentations and product demonstrations.
• Prepare and present proposals, contracts, and agreements.
• Meet or exceed quarterly and annual sales targets and revenue goals.
• Meet with customers in person to conduct service reviews, ensuring their needs are met and identifying opportunities for improvement and growth.
• Act as the ambassador for Defense.com at industry events, effectively promoting our brand and fostering valuable connections.
• Track and report sales progress, forecasts, and sales activities in our CRM software.
• Act as a trusted advisor to clients and keep abreast of technical and industry information.
• Provide feedback to sales management on account performance, sales intelligence, and objection handling.

Skills and experience required

• Proven experience in sales, with a strong track record of meeting or exceeding sales targets particularly in the SaaS industry and ideally in a start-up setting.
• Ability to communicate clearly and concisely whilst building rapport and trust with internal & external stakeholders.
• Ability to learn new technology and demo products to prospective customers.
• Demonstratable sales experience, ideally in an IT or Cyber Security environment.
• Experience selling into the channel partners (desirable but not essential).
• Experience working in a start-up environment (desirable but not essential).
• Customer-centric approach to sales; understanding customer needs and drivers with the ability to handle objections and remove barriers.
• Self-starter, self-motivated and can work autonomously when required.
• Working experience of using LinkedIn Navigator and other relevant prospecting tools.
• Ability to present in a professional and engaging manner.
• Positive and engaging telephone manner.
• Passion for technology and a willingness to stay updated on industry trends.
• Strong Microsoft Office skills with experience of using CRM systems.
• Team player willing to go above and beyond to help shape our rapidly growing company.
• Excellent organisational and time management skills, with the ability to multi-task.
• Excellent verbal and written communication skills.
• Professionalism and high attention to detail.

Personal Attributes

• Ability to remain calm under pressure and meet deadlines.
• Strong organisational skills with a high attention to detail.
• Adaptability to a fast-paced startup environment.
• Strong problem-solving skills and a solution-oriented approach.
• Strong emotional intelligence & ability to adapt to differing stakeholder levels.
• Ability to prioritise and handle multiple tasks at any given time.
• Pro-active and enthusiastic with a can do attitude.
• Excellent verbal and written communication skills.
• Good commercial acumen.
• Ability to work on own initiative as well as being a team player.

Benefits

• 25 days annual holiday (UK and US)/21 days privilege leave (India);
• An additional day’s annual holiday for your birthday;
• Company Pension (UK)/Provident Fund (India)/401k (US) contribution;
• Subsidized gym membership;
• Perkbox employee benefits platform;
• Frequent team events;
• Private Healthcare (individual cover only);
• Learning Allowance Benefit – a reimbursable benefit of £100 per annum (or equivalent) for you to spend towards your personal career development;

COMPANY Overview

Defense.com is transforming the way businesses manage cyber security by allowing them to easily identify, manage and prioritize threats.

We help to simplify and solve the cyber security challenges facing organizations, allowing teams to protect their brand and assets against today’s evolving threat landscape. Businesses of all sizes rely on our solutions to protect, detect and respond to cyber threats.

By combining world-class security technology with support from our experienced consultants, we’re empowering organizations to grow with confidence and significantly reduce the risk of cyberattacks.

If the role sounds like you, we invite you to upload a copy of your CV by clicking on the Apply button.

Please note that as part of the recruitment process a criminal records check will be carried out by an authorised third party.

Strictly No Recruitment Agencies; any submission of resumes without prior request / engagement from Defense.com will not be deemed as an introduction and therefore will not warrant an introduction fee.