Account Executive - SLED

TrendAI, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.

At TrendAI, we’re always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.

AI Fearlessly.

The Verticalized Account Executive drives net new logo acquisition in a specific enterprise vertical and target ICP by identifying opportunities through repeatable signals and playbooks, not volume alone, and by co-selling fluently with alliance, service, and channel partners. This role combines enterprise sales discipline with deep vertical domain expertise: you will build relationships with C-level security, infrastructure, and business stakeholders, navigate complex procurement environments, and qualify pipeline in and out with equal discipline to protect velocity.

You will be the primary commercial owner of net new customers in your vertical, operating with AI-native tools as a daily part of how you research, prioritize, and execute. You are not only selling security enhanced by AI, but selling with AI. You will employ MEDDPICC methodology to manage your pipeline, forecasts, and deals.

Location:

This is a hybrid role based out of our Las Colinas, TX office and requires in-office presence three days a week (Tuesday, Wednesday, Thursday).

At TrendAI, we embrace change, empower people, and encourage innovation in a connected world. Our diversity and multicultural workforce are key contributing factors to our success across the globe.

• Identify, qualify, and close net new customers within the specified vertical and ICP.
• Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volume
• Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers in SLED
• Co-sell and orchestrate joint account plans across alliance, service, and channel partners simultaneously, providing technical credibility and competitive differentiation
• Lead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)
• Position TrendAI's business value against vertical- and ICP-specific business, operational, and regulatory challenges
• Collaborate with a Technical Lead on technical scoping and early-stage demonstrations
• Manage the full sales cycle from prospecting through close
• Maintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed regularly for coaching
• Qualify out poor-fit opportunities early and decisively to protect pipeline quality and capacity for winnable deals
• Document expansion roadmaps and economic buyer maps before deal close
• Achieve quarterly and annual new customer targets while maintaining deal quality standards
• Leverage AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to increase sales velocity and outcomes, not only prospecting efficiency
• Provide market, competitive, and signal intelligence to inform vertical playbooks and strategy

• 3+ years of enterprise cybersecurity or infrastructure software sales experience
• Demonstrated domain expertise in SLED (its business, operational, and regulatory dynamics) with established relationships
• Proven fluency co-selling across alliance, service, and channel partners, including navigating multi-partner dynamics on the same deal
• Track…