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.