Commercial Sr. Account Executive

Updated on 5/15/2023

Locations

Remote

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Business Strategy

Hubspot

Management

Marketing

Sales

Communications

Requirements

Develop and build pipeline of customer accounts in specific industry verticals
Work with large industrial end-users to bring them on as Xage clients, and work
With the end-users' existing Systems Integrators to facilitate the adoption of
Xage
Work with Xage marketing, product management and engineering to help forge
The right client relationships, from first contact through delivery
Drive and negotiate pricing and commercial terms with customers
Build success stories utilizing a consultative approach, leading to reference-able
Wins
Evangelize Xage, including Xage's vision and approach at industry events
Contribute to and work with the Partner GTM plan including target customers
Partners, and channels
Assist/make recommendations in recruiting partners as a part of overall partner
Business strategy
Strategy & execution of joint marketing events and activities with partners
Identify, qualify and develop new opportunities through prospecting and
Networking
Manage and maintain your territory's sales pipeline and target key accounts and
Vertical markets for development
Consistently achieve assigned monthly, quarterly and annual sales
Revenues/quotas and other regional objectives established by the VP of
Sales/CRO
Manage the day to date activities of sales personnel dedicated to your region. This
Includes inside sales representatives and sales engineers
Utilize channel sales resources in your region as necessary
Stay abreast of competitive industry and market intelligence and provide feedback
In this area to executive management
About you
The successful candidate would have a proven track record of building customer
Relationships, closing new bookings, delivering ICS, IIoT, security, cyber security and/or
Operations software products directly with customers and through partners:
Ability to build strong and actionable relationships in complex situations with
Multiple stakeholders, from C-suite to operational personnel
Strong deal-making and negotiating skills
Familiarity with and understanding of the industrial ecosystem across the territory
Entrepreneurial and high energy
Understand sales stages, documenting & updating daily/weekly in CRM and have
Strong working knowledge of CRM tools (HubSpot preferred) and hold yourself
Accountable to a high standard of data integrity
Provide monthly and quarterly sales forecasts and prepare for an present at
QBR's
Work collaboratively with functional peers including Product Management
Customer Success and Marketing
Ability to comprehend and convey technical details
Experience managing global customers
10+ years of relevant business development and sales experience
Willingness to travel up to 50% of the time
Excellent English written and verbal communications skills
Perks
Competitive salary and Equity
Full health, dental, vision insurance
We will process visa transfers and immigration
Work with founders and executives closely and participate in all aspects of company building
Early stage opportunity in a massive sized market with proven traction and growing rapidly
Awards and Recognition
Xage Security has received numerous awards and recognition, including:
CNBC: 100 of the World's Most Promising Start-Ups
Forbes: Top 25 IoT Startups to Watch 2019
San Francisco Business Times: Top 10 Best Places to Work for 2019 and 2020
IoT Breakthrough Awards: 2021 Emerging Company of the Year
SC Awards” “Best Identity Management Solution” finalist 2022
Network World: 10 Hot IoT Startups to Watch 2018
Gartner: Gartner Cyber-Physical Systems Protection Platform and OT Security (2022)
TSA Certified

Responsibilities

Xage is looking for a highly motivated Sr. Account Executive for our enterprise sales
Business in the Americas. This person is responsible for establishing and developing
Business through existing and new clients. Additional responsibilities of this role are to
Work with the end-users, customers/prospects, industrial operators, partners and
System integrators to build strategic advisor relationships and capture sales
Opportunities. Your focus will be on developing and driving specific end customer
Opportunities and bookings directly and through partners. You thrive in a start-up
Environment, being fast paced, self motivated and are a task master. You are proactive
In your approach and control your own destiny, refusing to accept anything less than a
Successful outcome. You strive to be the absolute best at what you do and are an
Expert at self & time management
Be inquisitive by nature and drive structure in everything you do. Last but not least, a
Rolling up your sleeves attitude is very important - Xage is still a startup and a very lean
And ambitious company - in our team, we balance speed with precision and execution

Desired Qualifications

Cybersecurity technology sales and business development experience is a plus
Experience in a start-up or entrepreneurial environment is a plus

About Xage

Xage is the first and only zero trust real-world security company. Powered by the Xage

Fabric, the company’s Identity & Access Management (IAM), remote access and

dynamic data security solutions allow customers to secure, manage and transform

operations. With its distributed, scalable and easy-to-operate Fabric, Xage solves the

complex digitization challenges of the real-world operations we rely on. Xage customers

include leaders in manufacturing, energy O&G, utilities, Space, logistics and

transportation.

Xage Security has been recognized as one of the fastest growing tech companies in

North America in the recent CNBC’s Top 100 of the World’s Most Promising Start-Ups,

and has raised a total of $62 million in venture capital.

About the role

Xage is looking for a highly motivated Sr. Account Executive for our enterprise sales

business in the Americas. This person is responsible for establishing and developing

business through existing and new clients. Additional responsibilities of this role are to

work with the end-users, customers/prospects, industrial operators, partners and

system integrators to build strategic advisor relationships and capture sales

opportunities. Your focus will be on developing and driving specific end customer

opportunities and bookings directly and through partners. You thrive in a start-up

environment, being fast paced, self motivated and are a task master. You are proactive

in your approach and control your own destiny, refusing to accept anything less than a

successful outcome. You strive to be the absolute best at what you do and are an

expert at self & time management.

Be inquisitive by nature and drive structure in everything you do. Last but not least, a

rolling up your sleeves attitude is very important – Xage is still a startup and a very lean

and ambitious company – in our team, we balance speed with precision and execution.

Your Opportunity:

Develop and build pipeline of customer accounts in specific industry verticals
Work with large industrial end-users to bring them on as Xage clients, and work
with the end-users’ existing Systems Integrators to facilitate the adoption of
Xage
Work with Xage marketing, product management and engineering to help forge
the right client relationships, from first contact through delivery
Drive and negotiate pricing and commercial terms with customers
Build success stories utilizing a consultative approach, leading to reference-able
wins
Evangelize Xage, including Xage’s vision and approach at industry events
Contribute to and work with the Partner GTM plan including target customers,
partners, and channels
Assist/make recommendations in recruiting partners as a part of overall partner
business strategy
Strategy & execution of joint marketing events and activities with partners
Identify, qualify and develop new opportunities through prospecting and
networking
Manage and maintain your territory’s sales pipeline and target key accounts and
vertical markets for development
Consistently achieve assigned monthly, quarterly and annual sales
revenues/quotas and other regional objectives established by the VP of
Sales/CRO
Manage the day to date activities of sales personnel dedicated to your region. This
includes inside sales representatives and sales engineers
Utilize channel sales resources in your region as necessary
Stay abreast of competitive industry and market intelligence and provide feedback
in this area to executive management

About you

The successful candidate would have a proven track record of building customer
relationships, closing new bookings, delivering ICS, IIoT, security, cyber security and/or
operations software products directly with customers and through partners:
Ability to build strong and actionable relationships in complex situations with
multiple stakeholders, from C-suite to operational personnel
Strong deal-making and negotiating skills
Familiarity with and understanding of the industrial ecosystem across the territory
Entrepreneurial and high energy
Understand sales stages, documenting & updating daily/weekly in CRM and have
strong working knowledge of CRM tools (HubSpot preferred) and hold yourself
accountable to a high standard of data integrity
Provide monthly and quarterly sales forecasts and prepare for an present at
QBR’s
Work collaboratively with functional peers including Product Management,
Customer Success and Marketing
Ability to comprehend and convey technical details
Experience managing global customers
Cybersecurity technology sales and business development experience is a plus
Experience in a start-up or entrepreneurial environment is a plus
10+ years of relevant business development and sales experience
Willingness to travel up to 50% of the time
Excellent English written and verbal communications skills

Perks

Competitive salary and Equity
Full health, dental, vision insurance
We will process visa transfers and immigration
Work with founders and executives closely and participate in all aspects of company building.
Early stage opportunity in a massive sized market with proven traction and growing rapidly

Awards and Recognition

Xage Security has received numerous awards and recognition, including:
CNBC: 100 of the World’s Most Promising Start-Ups
Forbes: Top 25 IoT Startups to Watch 2019
San Francisco Business Times: Top 10 Best Places to Work for 2019 and 2020
IoT Breakthrough Awards: 2021 Emerging Company of the Year
SC Awards” “Best Identity Management Solution” finalist 2022
Network World: 10 Hot IoT Startups to Watch 2018
Gartner: Gartner Cyber-Physical Systems Protection Platform and OT Security (2022)
TSA Certified

51-200 employees

Website

Identity & access management security solutions

Company Overview

Xage's mission is to protect critical infrastructure – energy, utilities, defense, manufacturing, logistics & supply chain, and many more. The company has created a security solution, Xage Fabric, that accelerates and simplifies the way enterprises and governments secure, manage and transform digital operations across OT, IT, and cloud.

Benefits

Competitive salary & equity
Health, dental, & vision insurance
Visa transfers and immigration