Principal Account Executive - Romania and Bulgaria

Principal Account Executive - Romania and Bulgaria

• Full-time
• Career Site
  
  Location:
  
  Romania, Bucharest

Cyber Ark, a Palo Alto Networks company, is the global leader in identity security, trusted by organizations around the world to secure human and machine identities in the modern enterprise. Cyber Ark’s AI-powered Identity Security Platform applies intelligent privilege controls to every identity with continuous threat prevention, detection and response across the identity lifecycle. With Identity Security, organizations can reduce operational and security risks by enabling zero trust and least privilege with complete visibility, empowering all users and identities, including workforce, IT, developers and machines, to securely access any resource, located anywhere, from everywhere.

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As a Principal Account Executive at Cyber Ark, you are responsible for driving new business and expanding existing accounts within your territory. You will lead complex sales cycles, orchestrate cross‑functional teams, and deliver Cyber Ark’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to Cyber Ark’s value, and drive outcomes through a strategic engagement approach.

You will work with internal and external partners and leverage AI‑enabled sales tools to engage, influence, and win.

• Lead end‑to‑end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and Cyber Ark’s value proposition.
• Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.

• Understand customer priorities and translate Cyber Ark’s platform into tangible business value and technical relevance.
• Lead with insights, not features—this is a solution‑led, outcome‑driven role.
• Build Executive and Multi‑Level Relationships
  • Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
  • Develop champions and foster account trust that supports long‑term growth and expansion.

• Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co‑sell across Cyber Ark’s portfolio.
• Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

• Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
• Co‑create plans with ecosystem partners that support joint pipeline growth and account penetration.

• Own your territory strategy and build comprehensive account plans for key targets.
• Identify whitespace, drive expansion, and ensure alignment with Cyber Ark’s growth goals.

• Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

• Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Cyber Ark as a strategic partner.

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome‑oriented with strong commercial judgment and quota ownership mindset.

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance‑driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

• Experience working with channel partners, cloud providers, and GSIs to co‑sell and accelerate go‑to‑market execution.

• Strong executive presence and influencing…