Account Executive

Who you are

• 2+ years of experience as a SaaS Account Executive in a full-cycle, quota-carrying closing role
• A proven track record of meeting or exceeding new-business quota
• Demonstrated ability to build your own pipeline through outbound prospecting, not just working inbound leads
• Experience running complex sales cycles with multiple stakeholders, including technical buyers and economic decision-makers
• Strong discovery, presentation and negotiation skills, plus the ability to explain technical concepts in plain language
• Comfort with a modern sales stack such as Salesforce, Gong, Outreach or Salesloft, ZoomInfo and LinkedIn Sales Navigator
• Self-direction and discipline to thrive in a fully remote environment
• Curiosity, coachability and a sense of urgency
• Ability to travel occasionally for customer meetings, team gatherings and events
• Experience selling cybersecurity, networking, identity or infrastructure software
• Familiarity with Zero Trust, VPNs, SASE or identity providers such as Okta, Entra ID and Google Workspace
• Experience selling into a product-led growth (PLG) motion, converting free or self-serve users into paid customers
• Experience selling to technical buyers such as DevOps, platform engineering and IT teams
• Prior success at a high-growth startup

What the job involves

• This is a new-business hunting role. Your primary goal is to create pipeline and close net-new logos within your assigned commercial territory. You will run deals end to end: prospecting, discovery, demo, technical evaluation, negotiation and close
• You will sell to IT leaders, security teams, DevOps engineers and founders at mid-market companies. Many buyers are replacing a VPN or adopting Zero Trust for the first time, so you will need to teach as much as you sell
• You will work closely with Sales Development, Solutions Engineering, Marketing and Customer Success. Expect a fast-paced, collaborative team that shares what works and coaches each other to win
• Meet or exceed a quarterly new-business quota by sourcing, qualifying and closing net-new logos
• Generate your own pipeline through outbound prospecting: calls, email, LinkedIn, events and creative multi-threaded outreach
• Partner with SDRs and Marketing to convert inbound leads and product-led signups into qualified opportunities
• Run the full sales cycle, including discovery, tailored demos, proof-of-value evaluations, pricing, negotiation and contract close
• Lead disciplined deal qualification using a framework such as MEDDPICC
• Position Twingate against legacy VPNs and competing ZTNA and SASE vendors, clearly articulating our differentiation
• Collaborate with Solutions Engineers to scope technical requirements and deliver successful trials
• Hand off new customers smoothly to Customer Success and identify early expansion opportunities
• Keep activity, pipeline and forecast data accurate in Salesforce, and forecast your business with confidence
• Share customer and competitive feedback with Product and Marketing to sharpen our go-to-market