Key Facts

Remote From:

Full time

Senior (5-10 years)

English

Hard Skills

Enterprise Sales Deal Structuring Sales Management Sales Management Cross-Selling Zoom (Video Conferencing Tool) Upselling Pipeline Planning Prospect Management Account Management +21 more

Other Skills

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Forecasting
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Communication
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Resilience
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Negotiation
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Teamwork
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Relationship Building
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Executive Presence

Roles & Responsibilities

7+ years of enterprise SaaS or cybersecurity sales with a consistent track record of overachievement
Proven ability to manage 250K–1M+ ARR deals with long, complex sales cycles; strong MEDDPICC and Command of the Message
Demonstrated experience driving renewals, expanding accounts, and closing multi-year agreements; disciplined pipeline creation and forecasting
Excellent communication, executive presence, and cross-functional leadership; preferred cybersecurity background and experience selling into regulated industries; proficiency with Salesforce, Gong, Clari, Microsoft Suite, ZoomInfo, and Demandbase

Requirements:

Own a defined Southwest territory of 20–40 enterprise accounts, responsible for renewals and expansion through cross-sell/up-sell of Absolute’s solutions; build multi-threaded relationships across IT, Security, Compliance, Procurement, and LOB leaders
Generate and sustain 4x pipeline coverage and lead end-to-end enterprise sales cycles valued at $250K–$1M+ ARR, with typical cycles of 6–9 months (global pursuits up to 12+ months)
Apply MEDDPICC rigor from first contact to close; maintain forecast accuracy with weekly deal management in Salesforce, Gong, and Clari; deliver monthly commitments within ±10%
Build trusted C-suite/board-level relationships; conduct Quarterly Business Reviews; lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) to secure renewals, expansions, and new logo ARR; pursue overachievement

Absolute Software

Cybersecurity

About Absolute Software

Absolute Software makes security work. We empower mission-critical performance with advanced cyber resilience. Embedded in more than 600 million devices, our cyber resilience platform delivers endpoint-to-network access security coverage, ensures automated security compliance, and enables operational continuity. Nearly 21,000 global customers trust Absolute to protect enterprise assets, fortify security and business applications, and provide a frictionless, always-on user experience. To learn more, visit www.absolute.com. ©2023 Absolute Software Corporation. All rights reserved. ABSOLUTE, the ABSOLUTE logo, and NETMOTION are registered trademarks of Absolute Software Corporation or its subsidiaries. Other names or logos mentioned herein may be the trademarks of Absolute or their respective owners. The absence of the symbols ™ and ® in proximity to each trademark, or at all, herein is not a disclaimer of ownership of the related trademark.

Company type: SME

Industry: Cybersecurity

Founded: 2018

Company size: 501 - 1000

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Job description

Description

Successful candidates must be based in a major metro in the Southwest Territory (Arizona, New Mexico, Nevada or Utah) with the ability to access a major international airport to attend frequent customer/partner events and meetings.

Position Overview
We’re looking for a driven and disciplined Enterprise Account Executive to own a named geographic territory (Southwest). Within this territory, you’ll manage a focused set of 20–40 enterprise accounts, with the primary goals of renewing those relationships and expanding them through cross-sell and upsell of Absolute’s full portfolio of solutions. This role is also responsible for generating new pipeline, leading complex enterprise sales cycles, and delivering ARR growth. The ideal candidate thrives in a high-performance culture, brings proven experience with complex deal execution, and has the executive presence to engage C-suite and board-level stakeholders.

What You’ll Do

Territory Ownership: Manage a defined geographic patch (Southwest) with 20–40 enterprise accounts, accountable for both renewals and expansion/cross-sell opportunities.
Pipeline Creation: Generate and sustain 4x pipeline coverage through strategic prospecting, multi-threaded executive outreach, and field events; leverage partners to accelerate—not originate—pipeline.
Deal Leadership: Lead Command of the Message sales cycles valued at $250K–$1M+ ARR, with average sales cycles of 6–9 months and global pursuits extending 12+ months.
Qualification Discipline: Apply MEDDPICC rigorously from first call through close—validating metrics, paper process, and mutual success plans at every stage. *No Champion? No Deal.*
Forecast Accuracy: Inspect and manage deals weekly in Salesforce, Gong, and Clari; deliver monthly commits within ±10% accuracy.
Executive Engagement: Build trusted C-suite and board-level relationships that transform risk-reduction conversations into multi-year platform agreements.
Quarterly Business Reviews: Conduct QBRs with executive sponsors and key stakeholders to reinforce business value, secure renewals, expand adoption, and identify cross-sell opportunities.
Account Expansion: Expand Absolute’s relationships within each customer organization—building multi-threaded connections across IT, Security, Compliance, Procurement, and Line-of-Business leaders to drive larger, longer-term platform commitments.
Internal Orchestration: Lead cross-functional pursuit teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single-threaded owner from discovery to signature.
Overachievement: Consistently meet or exceed renewal and expansion targets as well as new logo ARR goals, unlocking uncapped accelerators and President’s Club recognition.
Protect the security and privacy of Absolute and its customers.
Other duties as assigned by management.

What You’ll Bring

7+ years of enterprise SaaS or cybersecurity sales experience with consistent overachievement.
Demonstrated ability to manage $250K–$1M+ ARR deals with long, complex cycles.
Strong command of MEDDPICC and Command of the Message methodologies.
Proven track record of driving renewals, expanding accounts, and closing multi-year agreements.
Discipline in pipeline creation, sales process execution, and accurate forecasting.
Excellent communication, executive presence, and cross-functional leadership skills.

Preferred Experience

Background in cybersecurity, endpoint resilience, or SSE/DLP/MDR/MSSP sales.
Experience selling into regulated industries (healthcare, financial services, energy, education).
Established relationships with channel and OEM partners (e.g., Dell, Lenovo, HP).
Proficiency with Salesforce, Gong, Clari, Microsoft Suite, ZoomInfo, and Demandbase

Why Work For Us

You’re resilient and passionate about securing the Work from Anywhere era. So are we.

We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.

Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.

Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 Recognized Absolute as a Leader in the Summer 2025 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel.

Absolute Security is proud to be an Equal Employment Opportunity and Affirmative Action employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics. If you need assistance or an accommodation due to a disability, you may contact us at [email protected]

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