Enterprise Account Executive - California

Overview

Successful candidates must be based in a major metro in the United States (California Territory) with the ability to access a major international airport to attend frequent customer/partner events and meetings.

• Territory Ownership:
  Manage a defined geographic patch (California Territory) with 20–40 enterprise accounts, accountable for both renewals and expansion/cross-sell opportunities.
• Pipeline Creation:
  Generate and sustain 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; leverage partners to accelerate—not originate—pipeline.
• Deal Leadership:
  Lead Command of the Message sales cycles valued at $250K–$1M+ ARR, with average sales cycles of 6–9 months and global pursuits extending 12+ months.
• Qualification Discipline:
  Apply MEDDPICC rigorously from first call through close—validating metrics, paper processes, and mutual success plans at every stage. No Champion? No Deal.
• Forecast Accuracy:
  Inspect and manage deals weekly in Salesforce, Gong, and Clari; deliver monthly commits within ±10% accuracy.
• Executive Engagement:
  Build trusted C-suite and board-level relationships that transform risk-reduction conversations into multi-year platform agreements.
• Quarterly Business Reviews:
  Conduct QBRs with executive sponsors and key stakeholders to reinforce business value, secure renewals, expand adoption, and identify cross-sell opportunities.
• Account Expansion:
  Expand Absolute’s relationships within each customer organization—building multi-threaded connections across IT, Security, Compliance, Procurement, and Line-of-Business leaders to drive larger, longer-term platform commitments.
• Internal Orchestration:
  Lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signing.
• Over achievement:
  Consistently meet or exceed renewal and expansion targets as well as new logo ARR goals, unlocking uncapped accelerators and President’s Club recognitions.

• 7+ years of enterprise SaaS or cybersecurity sales experience with consistent achievement.
• Demonstrated ability to manage $250K–$1M+ ARR deals with long, complex cycles.
• Strong command of MEDDPICC and the Command of the Message method.
• Proven track record of driving renewals, expanding accounts, and closing multi-year agreements.
• Discipline in pipeline creation, sales process execution, and accurate forecasting.
• Excellent communication, executive presence, and cross-functional leadership.

• Experience in cybersecurity domains (endpoint resilience, SSE/DLP/MDR) and selling into regulated industries (healthcare, financial services, energy, education).
• Established relationships with channel and OEM partners (e.g., Dell, Lenovo, HP).
• Proficiency with Salesforce, Gong, Clari, Microsoft Suite, Zoom Info, and other common sales tools.

About the Company and Why Work With Us

Headquartered in Seattle, Washington with international offices in Vancouver, BC;
Austin, TX;
Ankeny, IA;
Reading, UK; and Ho Chi Minh City, Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through a self-healing Zero Trust platform. Absolute serves approximately 16,000 customers with more than 13 million activated endpoints globally. We are focused on empowering customers to connect securely from anywhere to the applications they need to collaborate and get their work done, with a strong emphasis on security and productivity.

We’re committed to building a diverse team and a workplace where people can thrive. If you’re resilient and passionate about enabling secure, flexible work environments, we’d like to hear from you.