As a Small and Medium-sized Business Account Executive at Material Security, you'll be part of an early, fast growing and highly experienced sales team. Your work will be instrumental for the organization to exceed revenue targets and build happy customers. You'll do this by aggressively building pipeline, helping prospects understand the value of our product, how it's differentiated and guiding them through a thoughtful, efficient buying process. You’ll be a trusted partner to security teams solving real problems.
ResponsibilitiesMeet and exceed revenue targets by working closely with companies in our SMB segment’s (1 to 250 employees) IT & Security teams.
Supplement inbound leads with self-generated outbound strategies for pipeline generation.
Develop innovative and scalable sales strategies to drive opportunities and revenue.
Create an unparalleled customer experience throughout the sales life cycle.
Manage existing customer relationships to drive renewal and upsell opportunities.
Work cross-functionally across our go-to-market team as well as with partner organizations to drive strategic growth opportunities.
Proven Track Record: At least one full year in closing role with measurable success in security sales within early-stage, B2B SaaS go-to-market environments.
Versatility: The ideal candidate should be able to understand the product and problem space fairly deeply and has an aptitude and willingness to take on new projects outside the normal scope of a typical individual contributor.
Ownership: Our sales team enjoys taking an elevated level of responsibility across the go-to-market functions in addition to delivering a high quality output.
Strong Communication: The ideal candidate possesses outstanding written and verbal communication, and is comfortable communicating at every level from the c-suite to front line workers.
Attitude & Ambition: The best candidates are smart, hard working, competitive, and not afraid to fail. They are team first but willing to take the lead with minimal guidance and supervision.
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Material Security is a remote-first workplace with an office in San Francisco, California.
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Compensation at Material Security is determined by a range of factors, including but not limited to the individual’s particular combination of knowledge, skills, competencies, and experience. The projected compensation range for this position is $125,000 - 150,000 OTE with a 50/50 split between base salary and variable compensation.
Equal Opportunity Employer Statement
Material Security is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We do not discriminate on the basis of race, color, religion, creed, national origin, ancestry, sex, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, disability, genetic information, or any other legally protected status. All employment decisions are based on qualifications, merit, and business needs.
Skills Required
- At least one year of experience in a closing sales role
- Proven measurable success in security sales
- Experience in early-stage B2B SaaS go-to-market environments
- Ability to understand the product and problem space deeply
- Aptitude and willingness to take on projects outside a typical individual contributor scope
- Strong written and verbal communication skills
- Ability to communicate with C-suite executives and front-line workers
- Ability to take ownership and work with minimal guidance and supervision
What We Do
Material Security uses ubiquitous tools in unexpected ways to understand and mitigate risk in cloud office apps. Material is known and loved in the security community for protecting cloud email at global media and financial conglomerates, large tech companies, and highly-targeted public sector organizations. The platform connects in minutes to Microsoft and Google environments to analyze risk, detect threats, automatically investigate incidents, and crowdsource mitigation with end-users via novel integrations with identity providers like Okta, Duo, Ping, and Microsoft Azure AD. The company was started in response to the 2016 Election hacks, is backed by Andreessen Horowitz, and was recently valued at $1.1B. Material is single-tenant, can be deployed in the customer’s cloud, and Material personnel do not need access to customer data. Material also protects the personal accounts of high-risk VIPs. https://material.security/love
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