Account Executive – Enterprise IT Infrastructure & Security

Role Overview

This role focuses on driving net-new revenue growth by positioning enterprise-grade file transfer, automation, and cloud infrastructure platforms to highly technical buyers. Operating as a senior individual contributor, the ideal candidate will possess a proven “hunter” mentality and the technical acumen required to navigate full sales cycles, from discovery to close, within complex IT architectures.

Key Responsibilities

• Strategic Deal Execution: Own and manage the complete sales lifecycle, converting qualified opportunities into high-value enterprise agreements.
• Technical Discovery & Engagement: Lead deep technical discovery sessions to understand complex customer environments, engaging comfortably with IT, DevOps, and engineering stakeholders.
• Value-Based Positioning: Effectively demonstrate platform capabilities around secure file transfers, workflows, and infrastructure automation to align with client compliance and security requirements.
• Pipeline Acceleration: Drive consistent pipeline velocity, navigating stakeholders smoothly through fast-moving sales cycles to exceed net-new revenue targets.
• Expansion Identification: Surface larger deployment and expansion opportunities during the initial landing phase to maximize long-term account value.

Required Qualifications

• Location: Must be based in or willing to commute to the Austin, TX or Scottsdale, AZ metropolitan areas for regular in-office collaboration.
• Proven Performance: A minimum of 5–10+ years of successful software sales experience, with a verifiable track record of meeting or exceeding revenue targets.
• Technical Fluency: Deep comfort level engaging in highly technical conversations; experience selling infrastructure, DevOps, security, cloud platforms, or SaaS solutions.
• Audience Expertise: Proven ability to build credibility and establish trust with technical buyers, system administrators, and IT leadership.
• Sales Excellence: A disciplined approach to pipeline management and full sales cycle execution.

Preferred Qualifications

• Experience selling secure data movement, storage, or compliance-driven technical solutions.
• Background in a high-growth environment interacting directly with agile engineering and product teams.