Job Description

Are you an experienced sales professional with a passion for technology and a proven track record of closing large deals? Do you thrive in a fast-paced, high-growth environment where you can make a real impact on the success of a company? If so, we are looking for Northeast-based enterprise seller to focus in our NYC/NJ territory.

At Black Kite, we are disrupting third-party risk management practices by providing security experts with the industry’s most accurate and comprehensive cyber intelligence, resulting in unparalleled visibility into the risk vendors introduce into their environments. Our award-winning platform pushes the limits on predictive insights, delivering the highest quality intelligence to help organizations make better risk decisions and improve the health and safety of the entire planet’s cyber ecosystem.

As an Enterprise Sales Executive, you’ll be responsible for driving new business by identifying and closing deals with large enterprise clients. You’ll be working with some of the most innovative and forward-thinking companies in the world, helping them solve complex challenges and achieve their goals. You’ll partner with a team of talented engineers, marketers, and product managers, all working together to deliver exceptional results for our clients.

Responsibilities

• Generates sales revenue for enterprise customer accounts
• Owns full sales lifecycle: defines and executes sales plans for assigned territory to meet and exceed quota through prospecting key decision makers, qualifying opportunities and managing relationships to close business
• Develops and manages sales pipeline to move many strategic transactions through the sales process; maintains an active, healthy pipeline of qualified leads to convert to sales opportunities
• Ensures customer satisfaction while maintaining an accurate forecast and working with multiple channel partners
• Generates revenue from and works closely with a network of Channel Partners to successfully sell Black Kite solutions
• Prepares activity and forecast reports as requested; participates in quarterly business reviews
• Identifies growth opportunities for future successful partnerships
• Creates sales plans, maintains detailed opportunity documentation in SFDC, delivers reports and provides relevant feedback from discussions with prospects to management
• Collaborates with Marketing and shares field knowledge to support the development of client content
• Drives new business in current and new markets and partner with Senior Leadership when needed
• Partners with cross-functional teams to ensure a successful sales process

Requirements

• Bachelor’s degree or relevant professional experience
• Minimum 6 years of sales experience selling data, analytical tools and SaaS products to security leaders (CIO, CISO) or risk management leaders (CRO, Head of TPRM)
• Demonstrated ability to work with and sell into C-Level decision makers, as well as possesses a proven track record of results with selling enterprise level data, analytical tools and/or software
• Excellent understanding of the sales process, and the ability to effectively partner across internal teams to close revenue generating opportunities
• Strong customer-facing and presentation skills with the ability to establish credibility with executives
• Proven track record of successfully building and nurturing multi-level client relationships
• Experienced presenter of technical and business material to both small and large groups
• A consultative seller: ability to identify customer pain points and solve with Black Kite’s value
• Has a strong network, both with end-users and Channel partners local to the region
• Excellent organizational skills and strong technical acumen
• Consistently builds pipeline in region/territory to support the near/long term company goals/objectives
• Consistently achieves and/or exceeds assigned monthly, quarterly, annual sales quotas
• Proven track record for generating new business sales revenue within assigned region
• Proven ability to drive effective collaboration across internal teams to close business opportunities and create an amazing experience for customers
• Has strong partnerships with internal team members across capabilities, in particular, within global sales, marketing and product teams

The expected total compensation range for this role is $260,000-$300,000 (base pay + commission). Compensation at Black Kite is more than just base pay — we offer a total rewards program that includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings programs. The salary range for this position represents a nationwide market range and reflects a broad spectrum of salaries for this role across the United States. Actual compensation will depend on factors such as qualifications, skills, experience, and the scope, complexity, and location of the role.