Arctic Wolf
Account Executive - Large Enterprise (Southern California)
Arctic Wolf, with its unicorn valuation, is the leader in security operations in an exciting and fast-growing industry—cybersecurity. We have won countless awards for our excellence in security operations and remain dedicated to providing an industry-leading customer and employee experience.
Our mission is simple: End Cyber Risk. We’re looking for an in territory Account Executive - Large Enterprise to be a part of making this happen.
Location: Remote, USA - based in the greater LA area, Orange County, or San Diego
About the Role
The Account Executive is a major contributor to Arctic Wolf’s fast-growth and success, who drives and quarterbacks new account acquisition in the Enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the Large Enterprise Account Executive hold responsibility and accountability for achieving sales goals in the territory.
Responsibilities
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Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Large Enterprise opportunities.
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Identify net new Large Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting.
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Manage multiple sales cycles and customer priorities with 10-20 Large Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities.
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Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer.
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Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory.
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Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources.
Who You Are
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Skilled in selling techniques within a proven sales process framework
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Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
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Ability to work independently and as part of a team
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Solid level of technology, spreadsheet and CRM utilization
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Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
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Ability to develop and retain currency in rapidly developing technological, competitive, and product environments
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Collaboration and leadership skills within sales team (including leading weekly sales calls), in cross-functional setting, with customers and resellers
Minimum Qualifications
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5+ years of successful direct sales experience focused on new account development and penetration
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Skilled in selling techniques within a proven sales process framework and a minimum of 5 years’ experience
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Experience working in a collaborative team environment
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A proven track record of consistent sales quota achievement
Preferred Qualifications
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Bachelor’s degree (business administration, finance, economics, computer science, computer information systems) or equivalent combination of education and experience
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Experience selling SaaS, Security, Services in technology.
About Arctic Wolf
At Arctic Wolf we’re cultivating a collaborative and productive work environment that welcomes a diversity of backgrounds, cultures, and ideas to make our teams even stronger as we grow globally. We’ve been named among the list of Top Workplaces in USA, Minnesota (2021-2024), and Texas (2023-2024), Best Places to Work San Antonio (2023, 2024) and Minneapolis/St. Paul (2022-2024), as well as on Fortune’s Best Place to Work for Millennials (2023) and Top Technology Workplace (2023) lists.
Our Values
Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good.
We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.
We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.
All wolves receive compelling compensation and benefits packages, including:
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Equity for all employees
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Flexible time off, paid volunteer days, and paid parental leave
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401k matching program
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Enhanced maternity leave and fertility support services
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Robust Employee Assistance Program (EAP) for mental health services
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Training and career development programs
Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing recruiting@arcticwolf.com.
Security Requirements
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Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).
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Background checks are required for this position.
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This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.
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