Enterprise Account Executive Identity Security

As an Enterprise Account Executive at our client, 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 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 our clients' 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.

Key Responsibilities:
Ownership of Full Sales Cycle & Forecasting:
Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and our clients'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.
Deliver Business Outcomes Through Consultative Selling.
Understand customer priorities and translate our clients' 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.

Orchestrate the Broader Sales Team:
Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across the portfolio.
Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

Work Across the Ecosystem:
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.

Territory Planning and Execution:
Own your territory strategy and build comprehensive account plans for key targets.
Identify whitespace, drive expansion, and ensure alignment with our clients' growth goals.

Use of AI-Enabled Sales Tools:
Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

Market Insight and Domain Knowledge:
Stay on top of cybersecurity trends, competitor movements, and customer challenges to position our client as a strategic partner.

Sales and Commercial Acumen:
Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
Demonstrated ability to expand within existing customers.
Outcome-oriented with strong commercial judgment and quota ownership mindset.
To build and execute short and long range Account Plans.

Domain Expertise:
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.

Channel and Ecosystem Experience:
Experience working with channel partners, cloud providers, advisories and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths:
Strong executive presence and influencing skills across all customer levels.
Commercial curiosity and the ability to uncover customer pain points through active listening.
Collaborative, coachable, and resilient with a passion for team-based success.

Sales Process and Tool Familiarity:
Skilled in sales methodologies such as MEDDPICC and Command of the Message.
Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insights.

Our client is the global leader in Identity Security. Centered on privileged access management, they provide the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations trust them to help secure their most critical assets.

InSearch is the leading Executive Search agency in the Benelux. We have been active in the Technology sector since 1998 and we are commissioned by prominent organisations to fill positions by means of headhunting. Our focus is on commercial positions ranging from mid career to senior management within the IT industry. InSearch stands for a professional approach that leads to the desired results. Our focus, experience, passion and commitment make us a unique and authoritative Executive Search agency in the Technology sector.