Role Description SecuriThings provides clarity and security to enterprises running thousands of physical security devices without visibility into their health, compliance, or vulnerabilities. We're looking for an entrepreneurial salesperson in the Denver or Seattle area to own a territory and win new business. What You Will Do: - Responsible for prospecting and closing new business with large, F1000 accounts. - Identify, develop, and close opportunities with both new and existing customers. - Engage organizations with large, physical security IoT ecosystems. - Identify challenges in managing these systems and map our solution to their needs. - Navigate multi-stakeholder approval and financial justification processes to meet quarterly goals. - Manage the sales process from qualification, initial engagement, decision making, and negotiation for a given territory/assignment. - Collaborate with go-to-market teammates (Solutions Engineering, Customer Success Managers, Marketing/BDRs) to ensure activities to source highly qualified opportunities for a healthy sales pipeline and results. Responsibilities: - Develop effective and specific account plans to ensure revenue targets are achieved. - Become a trusted advisor by understanding customers’ needs and requirements. - Effectively teach and communicate our solution’s value tailored to the prospect’s needs. - Understand a prospect’s technology footprint, challenges, and strategy. - Manage a comprehensive enterprise sales cycle using established enterprise sales methodologies. - Lead meetings and presentations (primarily via web conference) throughout the sales cycle including qualification, technical decision making, business decision making, and procurement. - Manage negotiations with a variety of customer personas. - Develop and deliver a comprehensive business plan to address customers’ priorities and needs. - Apply Strategic Value Assessments, benchmarking, and Return on Investment data to support the decision-making process. - Identify growth and expansion opportunities within the existing customer base. - Regularly present forecast reviews and account plans to peers and leadership. - Manage channel pipeline metrics, reports, and dashboards via Salesforce.com and other tools. Qualifications - Strong interpersonal and communication skills. - Experience prospecting into large, complex, national/global accounts. - Experience in evangelizing cutting-edge, category-creating, enterprise SaaS software. - Strong collaboration skills as a member of a cohesive GTM team including BDRs, SEs, Channel, and other stakeholders. - 5+ years of enterprise SaaS software sales experience with major accounts. - 5+ years of direct sales quota carrying experience meeting and exceeding sales goals. - Challenger/Mobilizer, MEDDIC, CHAMP Sales methodology experience a plus. Benefits - Excellent Med/Dental/Vision Plans w/ 100% employer-paid premiums for employee and significant coverage for dependents. - 401(k). - Unlimited PTO. - Stipends for internet/cell phone reimbursement and a weekly lunch.