Account Executive US Remote

About IriusRisk

IriusRisk is the world’s leading automated threat modeling tool (*our grandma says so). Born out of a desire to advance threat modeling as an activity and ensure that software is secure from the design stage. IriusRisk helps the largest banks and technology providers build their software. Yep, that’s right, the team builds the tools that build the world’s software.

A scale-up with large enterprise clients that retains a fast-paced, agile, get-things-done, start-up mentality. A place where everyone’s ideas are welcomed, valued, and challenged, meaning the entire team has the opportunity to change how software is built securely at the very largest scale. We also love a meme.

Purpose of the Role

The Account Executive plays a pivotal role in driving revenue growth by building and maintaining strong relationships both in landing new clients and expanding into the existing client base. This role focuses on qualifying both prospect & client needs, educating your target accounts about IriusRisk and the value that secure by design provides, selling solutions that may encompass both software and professional services, and negotiating net new contracts with multi-national organizations.

Duties & Responsibilities

• Client Relationship Management: Build and nurture relationships with key clients, becoming a trusted advisor and the primary point of contact.
• Sales and Revenue Generation: Qualify opportunities provided by the BDR team to sell products or services that address client needs and goals, meeting and exceeding sales targets. Generate new opportunities through personal connection and outbounding in collaboration with your BDR.
• Account Planning: Develop account plans and strategies to maximize revenue growth and account expansion.
• Needs Analysis: Conduct thorough needs assessments and collaborate with internal teams to tailor solutions that meet client requirements.
• Negotiation: Negotiate contracts and agreements to ensure mutually beneficial terms for both the client and the organization.
• Client Advocacy: Act as the voice of the client within the organization, advocating for their needs and ensuring prompt issue resolution.
• Market Analysis: Stay informed about industry trends and competitors to identify potential threats and opportunities for the organization.
• Sales Reporting: Maintain accurate and up-to-date records of sales activities, client interactions, and revenue forecasts.

What we offer

📍100% Remote Work – enjoy true flexibility from anywhere.

🎯 Cutting-Edge Product – contribute to a top-tier solution in a dynamic, challenging environment.

👩‍💻 Expert Team – work alongside highly skilled professionals with world-class recognition in the Threat Modeling sector.

🤖 AI-Powered Innovation – leverage the latest technologies and forward-thinking approaches.

🚀 Career Growth – real opportunities to develop and advance your skills and experience.

📚 Continuous Learning – access to training and certifications tailored to your role.

♾️ Flat Organizational Culture – open, transparent, and empowering.

✨ Great Work Environment – collaborative, supportive, and people-first.

📊 Proven Retention – over 92% employee retention rate.

A competitive benefits package including:

• Medical insurance with up to 100% employer-paid employee premium for the base plan and up to 75% employer-paid dependent coverage, plus virtual care, key medications at no cost, and mental health resources.
• Dental & vision insurance with 75% employer-paid premiums for employees and dependents.
• Company-paid life, short-term, long-term disability insurance. and basic life insurance.
• 401(k) with employer match — 100% on the first 3% and 50% on the next 2%.
• Generous time-off, including discretionary PTO, sick leave, and paid parental leave.
• Annual training budget and professional development opportunities.
• Employee recognition programs rewarding excellence and values-driven behaviors.

Essential Skills

• Sales Expertise: Strong sales skills, with a proven track record of achieving and exceeding sales targets.
• Client Relationship Building: Exceptional interpersonal and relationship-building skills to establish and maintain strong client connections, with constant touch points to provide a worldclass customer service.
• Communication: Excellent verbal and written communication skills for effective client interactions and internal collaboration.
• Negotiation: Proficiency in negotiation techniques to secure favorable deals for the organization.
• Problem-Solving: Strong problem-solving skills to address client needs and challenges effectively.
• Industry Knowledge: Familiarity with the industry, market trends, and competitive landscape to provide informed solutions.
• Familiar with Sales Methodologies: MEDDICC, Challenger Sale, Command of the Message, Value Based Selling
• Pipeline Generation: Proven experience growing pipeline through working with Business Development Representatives, Channel, Marketing, and Self-Generated Opportunities.

Desired Experience

• 8+ years of experience in enterprise-class software sales
• Bachelor's or Master's degree in sales or a related field.
• Sales Experience: Significant experience in sales, particularly in a client-facing role. Experience with sales tools, such as Salesforce, Sales Navigator, Hubspot, Zoom (conferencing tool), G-Suite, Microsoft Office…
• Account Management: Previous experience in managing client accounts, with a focus on retention and growth.
• Industry Experience: Experience in the relevant industry or sector to better understand client needs, and processes. Experience in cybersecurity sales will be greatly recognized.
• Product Knowledge: Familiarity with the organization's products or services, and differences with the competitors in the market.
• Language knowledge: If AE is selected for a non - English territory, regional language proficiency required.

Person Requirements

• Results-Oriented: A focus on achieving and exceeding sales targets and revenue goals.
• Adaptability: Ability to adapt to changing client needs and market conditions. Our market is an evolving and changing market that requires for us to focus on customers of various sizes and across multiple verticals.
• Ethical: Maintains high ethical standards and integrity in all client interactions and business dealings.
• Team Player: Collaborates effectively with internal teams to deliver exceptional client service. Must build a great 1:1 relationship with their BDR to sync in outbound efforts.
• Customer-Centric: Puts the client's needs first and is committed to ensuring their satisfaction.