Commercial Sr. Account Executive
Updated on 5/15/2023
Experience Level
Desired Skills
Business Strategy
  • 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
  • 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
Xage Security

51-200 employees

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