Enterprise Account Executive - West Region

Whether you’re an experienced professional or just getting started, your contributions matter  you’re passionate about tackling meaningful challenges alongside talented team members committed to helping each other succeed, all while having lots of fun, we want to hear from you. We offer competitive benefits and salaries, personal and professional development opportunities, flexibility, and much more! While our company operates remotely, our current hiring strategy is focused on building talent communities in Atlanta, Dallas, Phoenix, Salt Lake City, Eden Prairie, and the New York–New Jersey–Connecticut tri‑state area.

WHAT

YOU'LL DO Territory & Pipeline Development

Own and execute a territory strategy focused on driving new business acquisition and expanding existing customer relationships. Develop and maintain a healthy pipeline through a combination of prospecting, partner engagement, marketing-generated opportunities, and account planning. Collaborate closely with Sales Engineering, channel partners, and internal stakeholders to maximize territory performance and achieve revenue objectives.

Customer Engagement & Discovery

Conduct thorough account research and discovery to understand customer priorities, business challenges, decision-making processes, and growth opportunities. Build relationships with business and technical stakeholders, including executive decision-makers, to position solutions that address customer needs and strategic objectives. Leverage available research, data, and AI-enabled tools to prepare for customer interactions and deliver meaningful business conversations. Serve as a trusted advisor by providing transparent guidance and helping customers make informed purchasing decisions.

Deal

Leadership & Sales Execution

Lead complex sales cycles from opportunity qualification through close, coordinating resources across Sales Engineering, Product, Channel, and Executive teams as needed. Apply MEDDPICC principles and customer-aligned success plans to effectively manage opportunities, mitigate risk, and drive predictable sales outcomes. Identify and advance strategic opportunities, including multi-product and multi-year solutions that maximize customer value and business impact.

Revenue Growth & Forecast Management

Drive revenue growth through a balanced focus on new customer acquisition and expansion within the existing customer base. Identify cross-sell and upsell opportunities across Fortra's portfolio to increase customer adoption and long-term value. Maintain accurate pipeline, opportunity, and forecast information and provide regular updates on sales activity, deal progression, and expected outcomes. Exercise sound qualification judgment to prioritize high-value opportunities and maintain a reliable forecast.

Collaboration

& Continuous Improvement

Share best practices, market insights, and customer learnings that contribute to team success and sales excellence. Participate in win/loss reviews and customer feedback discussions to continuously improve sales effectiveness and customer engagement. Demonstrate a growth mindset through ongoing learning, coaching, and professional development. Perform other duties as assigned.

QUALIFICATIONS

Bachelor’s degree or equivalent experience. A minimum of 8 years carrying a quota and closing B2B software in mid-market or enterprise accounts. Field sales, not inside sales. A minimum of 3 years selling security against named competitors. A minimum of 3 years selling in SLED and healthcare verticals. Data security, DLP, DSPM, data classification, insider risk, SSE/CASB experience strongly preferred. Email security or brand protection also considered.

At or above quota in at least two of the last three full years, and able to back it up. Multiple $100K+ deals closed with an economic buyer at the CISO, CIO, CFO or VP level. A meaningful share of your closed business sourced by you, not handed to you. Located within the territory today.

Compensation

130,000 USD - 160,000 USD Base + Commission

Benefits

• Health, dental, and vision coverage as of hire
• Immediate enrollment in 401(k), HSA, and FSA plans
• Flexible PTO policy
• Tuition and personal enrichment reimbursement
• Option to enroll in  Protection Program

As an EEO/Affirmative Action Employer, all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, veteran or disability status.