Sr. Account Executive, Commercial, State and Local Government

MixMode is a leading provider of AI-powered cybersecurity solutions at scale, pioneering a patented third-wave, context-aware AI approach that automatically learns and adapts to dynamic environments. The MixMode platform delivers self-supervised, real-time threat detection for known and unknown threats across cloud, hybrid, and on-premises environments. Large organizations with big data workloads – including those in enterprise, critical infrastructure, US Department of War and US Intelligence Community – trust MixMode to defend their most important assets. Backed by PSG and Entrada Ventures, MixMode is headquartered in Santa Barbara, California. Learn more at www.mixmode.ai.

Location: WEST/CENTRAL USA

Job Summary:

MixMode is looking for an Sr. Account Executive to continue to fuel our sales process. As an Account Executive, you will be responsible for creating demand, building a qualified opportunity pipeline, up-selling and cross-selling, forecasting and closing bookings as per your assigned plan, all while demonstrating MixMode customer value and successfully winning new business. We are looking for someone who is ready to quickly and effortlessly build rapport and get the sale completed from prospect to close, identifying and overcoming every hurdle along the way. The ideal candidate is ready to join a team that does what it takes to reach our goals. We are competitive, smart, fun, and results-driven. This is an exciting opportunity to play an important role in a growing company.

RESPONSIBILITIES:

• Own, manage and drive the full sales process from the first contact through close with our Commercial, State and Local Government Accounts

• Perform product demonstrations to interested customers using screen share and video conferencing technology

• Build honest relationships and genuine rapport with potential customers and current accounts

• Demonstrate strong qualification skills to provide accurate forecast reports to management on opportunities as required

• Apply experience in navigating through sales cycles to drive deals to closure, identifying key decision makers and business drivers

• Keep up to date on new product releases to maximize opportunities in the prospect and account base

• Apply thorough knowledge of all MixMode solutions to address customers' business requirements

• Use strong industry-technical knowledge, consultative selling, and large account management expertise to close deals

• Apply a strong understanding of key competitors and understanding of how the company’s products compare with competitors

• Proactively develop and manage several deals, while focusing on closing deals with a high likelihood of success

• Provide a consultative sales approach through an extended sales cycle to consistently meet or exceed quota

• Demonstrate the ability to represent MixMode with all levels of an account’s management team

• Travel to develop and manage relationships with key customer contacts, present, articulate/clarify value and differentiation, and win the business in expected timeframe

• Follow company policies and sales procedures through the sales cycle, including timely and accurate updates to the Salesforce system

QUALIFICATIONS:

• Bachelor's Degree

• 7+ years of related experience, including senior sales leadership roles, managing high-performance sales and technical-sales teams, coaching solution sales, and account development strategies, and/or leadership roles in multi-tiered large organizations OR equivalent experience.

• Proven, successful sales experience in a B2B SaaS environment

• Experience selling enterprise cybersecurity solutions and data or subscription software; experience with selling digital products and display advertising a plus

• Critical thinker, inwards-looking with a hunger to improve

• Hunter mentality; must enjoy prospecting and building own pipeline

• Coachable – eagerness to hear feedback and apply learnings from team members/managers

• Proven record of success with developing prospecting lists, meeting quota and retaining customers

• Demonstrated record of success communicating effectively in person, via telephone, and email with customers and successful track record of meeting and/or exceeding quota

• Strong communication and organization skills

• Analytical and creative approach to problem-solving

• Ability to prioritize while multitasking projects

• Proficiency with CRM and opportunity management systems, preferably Salesforce.com

• Have strong verbal and written communication skills and ability to sell

• Ability to Travel We are open to hiring great talent who may have qualifications above or below those specifically listed in this job description. Pursuant to California law, we must display the pay range for this job. Since we are willing to hire within a broad spectrum of qualifications, we also reflect a broad pay range. The OTE that we are targeting for this position is $310,000+ though we can adjust based on individual qualifications. Individual salary is determined by qualifications, role, level, and location.

Compensation and benefits are competitive based on industry standards. Benefits for full-time team members include:

• Remote-First Work Culture

• Healthcare (Medical, Dental, Vision, Accident)

• Basic & Voluntary Life and AD&D

• Flexible Spending Account (FSA)

• 401(k) with Employer Match

• Paid Holidays & Flexible Paid Time Off (PTO) MixMode provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. Disability and Reasonable Accommodations | E-Verify | Right to Work

Please note: MixMode does not accept unsolicited resumes from recruiters or employment agencies. In the event of a recruiter or agency submitting a resume or candidate without a signed agreement being in place, we explicitly reserve the right to pursue and hire such candidates without any financial obligation to the recruiter or agency. Any unsolicited resumes, including those submitted directly to hiring managers, are deemed to be the property of MixMode.