ABOUT BLACK KITE
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.
We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.
WHY BLACK KITE
We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.
THE OPPORTUNITY
As a Commercial Account Executive covering the Pacific Northwest, you own the full sales cycle for small and mid-sized businesses in your territory — from first outreach to closed deal. You'll bring Black Kite's third-party cyber risk management platform to security and risk leaders who need a smarter way to manage vendor exposure, and you'll do it with the backing of a product that genuinely differentiates. This is the right role if you're a hunter who thrives in a high-velocity, consultative sales environment and wants to grow with a category leader.
- A defined territory with real whitespace — the Pacific Northwest commercial segment is an active growth priority for Black Kite
- A product that solves a real, board-level problem — third-party cyber risk is not a nice-to-have; it's a regulatory and business imperative
- Full sales support: SDR coverage, marketing pipeline contribution, and a Sales Engineering team that knows the product cold
- A leadership team that is accessible, data-driven, and invested in your development
- Competitive base + uncapped commission with accelerators above quota
WHAT YOU'LL OWN
- Full sales cycle ownership: prospect, qualify, advance, and close net-new business across the Pacific Northwest territory
- Pipeline development: build and maintain a healthy, active pipeline of qualified SMB opportunities through outbound prospecting, channel partnerships, and marketing-sourced leads
- Executive engagement: navigate and sell into security and risk leadership (CISO, CIO, Head of TPRM) as well as operational buyers
- Channel collaboration: partner with regional channel partners to co-sell and expand market coverage across the territory
- Forecast accuracy: maintain clean, current opportunity documentation in Salesforce and deliver reliable forecast reporting to leadership
- Cross-functional partnership: work closely with Sales Engineering, Marketing, and Customer Success to move deals forward and set customers up for long-term success
- Feedback loop: bring field intelligence back to Marketing and Product — your conversations with prospects shape how Black Kite goes to market
WHAT YOU BRING
- 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics — with a track record of hitting or exceeding quota
- Experience selling to security or risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) at the SMB or commercial level
- Consultative selling approach: you lead with the customer's problem, not the product pitch
- Strong regional network in the Pacific Northwest — existing relationships with end-users or channel partners is a plus
- Comfortable managing a high-velocity pipeline across multiple simultaneous opportunities
- Skilled at navigating multi-stakeholder deals and building relationships across levels of an organization
- Clean Salesforce hygiene and strong organizational discipline
- Clear, confident communication — written, verbal, and in front of an executive audience
- Bachelor's degree or equivalent professional experience
PREFERRED
- Prior experience in the cybersecurity or third-party risk management space
- Familiarity with TPCRM, vendor risk, or compliance-driven sales cycles
- Established relationships with MSSPs, VARs, or regional channel partners in the Pacific Northwest
- Experience using sales engagement tools (Outreach, Salesloft, or equivalent) alongside Salesforce
The expected total compensation range for this role is $180,000-$210,000 (base pay + commission). Compensation at Black Kite extends well beyond base pay — our total rewards program includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings. This range reflects a nationwide market spectrum and will vary based on qualifications, role scope, complexity, and location.
Skills Required
- 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics, with a record of meeting or exceeding quota
- Experience selling to security or risk leadership at the SMB or commercial level
- Consultative selling approach
- Strong regional network in the Pacific Northwest
- Ability to manage a high-velocity pipeline across multiple simultaneous opportunities
- Experience navigating multi-stakeholder deals and building relationships across organizational levels
- Salesforce proficiency and strong organizational discipline
- Clear and confident written, verbal, and executive-level communication
- Bachelor's degree or equivalent professional experience
- Prior cybersecurity or third-party risk management experience
- Familiarity with TPCRM, vendor risk, or compliance-driven sales cycles
- Established relationships with MSSPs, VARs, or regional channel partners in the Pacific Northwest
- Experience with Outreach, Salesloft, or equivalent sales engagement tools alongside Salesforce
Black Kite Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Black Kite and has not been reviewed or approved by Black Kite.
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Leave & Time Off Breadth — Leave & Time Off Breadth: Feedback suggests a generous PTO policy and paid sick leave support work-life balance.
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Equity Value & Accessibility — Equity Value & Accessibility: Feedback suggests equity is offered as part of total rewards, providing accessible ownership opportunities.
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Wellbeing & Lifestyle Benefits — Wellbeing & Lifestyle Benefits: Feedback suggests commuter benefits, some meals, and office perks (snacks, drinks, cold brew) enhance day-to-day experience, alongside flexible/hybrid work options.
Black Kite Insights
What We Do
One in four organizations suffered from a cyber attack in the last year, resulting in production, reputation and financial losses. The real problem is adversaries attack companies via third parties, island-hopping their way into target organizations. At Black Kite, we're redefining vendor risk management with the world’s first global third-party cyber risk monitoring platform, built from a hacker's perspective. With 500+ customers across the globe and counting, we're committed to improving the health and safety of the entire planet's cyber ecosystem with the industry’s most accurate and comprehensive cyber intelligence. While other security ratings service (SRS) providers try to narrow the scope, Black Kite provides the only standards-based cyber risk assessments that analyze your supply chain's cybersecurity posture from three critical dimensions: technical, financial, and compliance.
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