Enterprise Account Executive

Who we are

Axio helps security and business leaders protect what matters most to their business. We're building a next-generation cyber risk platform that empowers security and business leaders to make more informed decisions about their cybersecurity program. Our platform, Axio360, allows security teams to capture and quantify their cyber risks in dollar terms, which helps business leaders prioritize and plan cybersecurity initiatives and investments. Some of the largest energy, critical infrastructure, and financial services companies in the world rely on Axio360 to establish a single source of truth about their organizational risk posture and cybersecurity readiness.

Role Description

As an established Account Executive, you know how to navigate through large organizations. You’re knowledgeable about your clients’ specific challenges and business objectives. You understand how to align your software offering to build a custom solution that your clients can’t live without. You understand what it means to sell a value-based solution to and engage with C-suite Executives. You've made massive contributions to your product roadmap by collecting customer feedback and requests and delivering those to internal teams.

Your storytelling skills are unmatched so presenting to business line owners across multiple departments won’t be a problem for you. You excel in dynamic environments so shifting gears at a moment's notice and providing excellent customer service is what you consistently deliver. Axio has a positive, diverse, and supportive culture—we look for people who are curious, inventive, and work to be a little better every single day. In our work together we seek to be smart, humble, hardworking and, above all, collaborative.

What does success look like?

Success will be measured by overall performance in bringing in net new clients and expanding existing accounts, all while delivering an exceptional customer experience.

Drive revenue and lead the full cycle sales process including prospecting new leads, navigating the C-suite and business line owners, negotiating contracts, and closing new and renewal business with Tech customers
Provide recommendations based on a customers’ business needs and usage patterns
Balance inbound customer communication and prioritize/call out issues appropriately including: billing, legal, security, and technical inquiries
Collaborate with different members of the Sales team (Solutions Engineers, Customer Success Managers, Leadership, etc.) to build strategic adoption plans for customers
Educate customers on the value of Axio’s platform
Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including Product

Experience

You have 6+ years of full cycle SaaS closing experience
You've sold SaaS software that can be used across multiple departments (preferably company-wide) and across every industry
You've engaged multiple stakeholders throughout the sales cycle including Legal, IT, Security, Finance, and Procurement
You have experience (and should enjoy!) collaborating with internal sales teams like Solutions Engineers and Custom Success Managers
You've built engagement across multiple lines of business and broadened product support within an organization
You are an adept storyteller, effectively developing relationships with senior managers and the C-suite
Large Enterprise/Strategic Account Experience
Ability to navigate larger, more complex deal cycles
Ability to collaborate across multiple teams to get things done
Solid career longevity, companies
Understands what an account plan/mutual close plan and how it leads to success
Solid business acumen around forecasting
Track record of success
Degree or equivalent relevant experience required. Experience will be evaluated based on the core competencies for the role
Strong understanding of Challenger and MEDDIC methodologies is a plus

Across all sales teams, we are looking for the following attributes

Grit
Business Acumen / Problem Solver
Humble / Learner
Engaging Communicator
Strategic customer influence
Collaborative Team Seller
Curious

Life at Axio

Cyber risk is one of the greatest challenges our generation. Despite the need, organizations still struggle to get actionable visibility to their cyber risk; prevention and detection technology has been the dominant focus thus far, but itￃﾢ￢ﾂﾬ￢ﾄﾢs not a silver bullet. Managing risk requires a holistic, continuous evaluation across technology, people, process, and financial controls. Axio believes that every organization can have the means to solve their unique cyber risk challenges. We are a team of cyber risk, cybersecurity, and business leaders who created the Axio360 platform to deliver on that belief. Our innovative approach and insights give companies visibility to their cyber risk, and enable them to prioritize investments to protect their business and employees. Axio360 is the only methodology and software that empowers organizations to continually answer the four most critical questions for cyber risk: 1) Whatￃﾢ￢ﾂﾬ￢ﾄﾢs my exposure in financial terms? 2) How mature is my cyber program? 3) Do I have the financial ability to recover from an event? 4) Where should I invest?

Thrive Here & What We Value- Fastpaced and growing startup environment.- Competitive salary and equity package.- Comprehensive benefits (medical, dental, vision).- 401k plan with employer match up to 3%.- Opportunities for career advancement.- Equal opportunity employer.- Diverse workforce.- Supportive team culture.- Collaborative environment.- Flexible work schedule, remote option in NYC.- Curiosity encouraged among employees.- Inventive approach to problem-solving.- Humble and hardworking values.