Role Description This isn't just another Enterprise Account Executive role. We're looking for a high-performing enterprise sales professional who thrives on building relationships, uncovering complex business challenges, and creating strategic solutions that deliver real customer value. - Build Strategic Pipeline - Identify, develop, and manage a robust pipeline of enterprise opportunities across target markets. - Research and engage executive decision-makers within strategic accounts. - Create account plans that drive long-term customer growth. - Own the Enterprise Sales Cycle - Lead complex, consultative sales engagements from initial outreach through contract negotiation and close. - Navigate multi-stakeholder buying committees and long enterprise sales cycles. - Deliver compelling presentations and business cases that connect customer challenges to Authenticom's solutions. - Develop Trusted Executive Relationships - Build lasting relationships with C-level executives, business leaders, and technology stakeholders. - Serve as a trusted advisor by understanding customer priorities and recommending strategic solutions. - Represent Authenticom with professionalism, credibility, and integrity. - Partner Across the Organization - Collaborate with Product, Engineering, Marketing, and Customer Success to develop customized solutions for enterprise customers. - Ensure seamless transitions from sales through implementation and long-term customer success. - Share market intelligence and customer feedback that influences product strategy and go-to-market initiatives. - Drive Revenue Growth - Consistently exceed individual revenue and pipeline goals. - Identify expansion opportunities within strategic accounts. - Contribute to the continued growth and evolution of Authenticom's enterprise sales strategy. Qualifications - 5-7+ years of successful enterprise B2B technology sales experience. - Proven history of consistently achieving or exceeding sales targets. - Experience managing complex, multi-stakeholder sales cycles from prospecting through close. - Exceptional communication, presentation, and negotiation skills. - Experience engaging Director, VP, and C-level executives. - Strong discovery and solution-selling skills. - Comfortable discussing technology concepts including APIs, system integrations, data platforms, SaaS solutions, or enterprise software. - Highly organized with exceptional pipeline management discipline. - Self-motivated and successful in a remote work environment. - Proficient with CRM platforms such as Salesforce or HubSpot and modern sales engagement tools. Requirements - Experience selling SaaS, enterprise software, APIs, integration platforms, or other technology solutions. - Automotive technology or dealership software experience preferred. - Experience working with OEMs, enterprise software providers, or technology partners. - Existing relationships within the automotive technology ecosystem are a plus. Benefits - Medical, dental, and vision insurance - Paid holidays - Paid time off - Volunteer time off - Wellness activities - Birthday time off - Remote-first work environment - Professional development opportunities Company Description Authenticom is committed to fostering a diverse and inclusive workplace where all employees feel valued, respected, and empowered to succeed. We welcome applicants from all backgrounds and experiences.

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. About the Role We are looking for an Account Executive to join our Sales and Go-to-Market team. This role is based in New York, reporting to the Regional Director. You will be part of a global group of professionals passionate about delighting our customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. By demonstrating the power and agility of cloud transformation, you will help cement our position as the world leader in cloud security. What you’ll do (Role Expectations) - Build relationships with important internal and customer stakeholders, including c-suite decision-makers - Create a long-term account strategy aligned with customer goals - Collaborate with internal teams to meet customer needs and contribute to comprehensive account planning - Act as a trusted advisor by understanding client businesses and aligning technical solutions with their strategic goals Who You Are (Success Profile) - You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. - You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. - You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. - You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. - You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. What We’re Looking for (Minimum Qualifications) - 5+ years of full-cycle sales experience within the software or security industry - Bachelor’s degree or equivalent practical experience - Progressive selling experience engaging with enterprise accounts and selling at the C-Level - Residency in or willingness to commute within Chicago area What Will Make You Stand Out (Preferred Qualifications) - Established relationships with current and prospective customers and a deep understanding of how technology facilitates high-level business goals - Proficiency in strategic sales planning with a proven track record of closing net new logos - Experience meeting or exceeding sales targets while leveraging channel partnerships #LI-Remote #LI-EB1 Zscaler’s salary ranges are benchmarked and are determined by role and level. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations and could be higher or lower based on a multitude of factors, including job-related skills, experience, and relevant education or training. The base salary range listed for this full-time position excludes commission/ bonus/ equity (if applicable) + benefits. Base Pay Range $120,750—$172,500 USD At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

• Identify, prospect, and develop new business opportunities within the state of Arizona through strategic outreach, networking, and market research. • Generate qualified leads through a combination of email campaigns, phone outreach, and participation in industry events and trade shows. • Establish and cultivate strong, long-term relationships with commercial sellers, acting as a trusted advisor on Sierra Auction and GovDeals solutions. • Maintain consistent, strategic contact with prospects and customers to drive engagement, retention, and account growth. • Prepare and deliver compelling in-person and virtual presentations tailored to client needs, demonstrating the value and benefits of Sierra Auction and GovDeals services. • Schedule and conduct meetings with prospective and existing clients to advance opportunities through the sales pipeline. • Maintain accurate and up-to-date records of all prospecting, sales activity, and client interactions within the CRM system.

Role Description We are seeking a Senior Commercial Executive (Individual Contributor) to lead commercial strategy and execution for highly complex, strategic Defense Industrial Base customers. This role is designed for a senior commercial leader who independently owns some of the most sophisticated deals, negotiations, and risk profiles within the DIB portfolio. As a Senior Commercial Executive, you will have the opportunity to operate with significant autonomy, shape deal strategy across multi-year, multi-affiliate agreements, and influence outcomes across sales, finance, legal, and policy teams. You will be accountable not only for deal execution, but also for commercial judgment, risk management, and long-term customer value creation in a regulated, mission-critical environment. Responsibilities - Senior Commercial Leadership & Strategy: - Own and lead the commercial strategy for highly complex and high-impact DIB accounts, often involving large deal sizes, long sales cycles, and elevated risk. - Shape multi-year, multi-affiliate, and non-standard deal constructs, balancing growth, margin, compliance, and customer outcomes. - Serve as the senior commercial authority on assigned accounts guiding strategy well before formal negotiations begin. - Advanced Negotiation & Risk Ownership: - Lead executive-level negotiations with customer procurement, legal, and business leaders. - Independently assess and manage financial, contractual, and compliance risk, escalating only when appropriate and with well-formed recommendations. - Exercise strong commercial judgment on pricing, investments, concessions, and non-standard terms to protect Microsoft’s long-term interests. - Defense Industrial Base Expertise: - Apply deep understanding of DIB customer environments, including regulatory sensitivity, government adjacency, and security-driven workload considerations. - Advise account teams on appropriate commercial approaches across commercial and government cloud environments, aligned to customer mission needs. - Navigate complex customer structures (subsidiaries, global entities, joint ventures) common in the defense ecosystem. - Cross-Functional Influence & Leadership: - Influence senior stakeholders across Sales, Finance, Legal, Deal Desk, and Policy without formal authority. - Act as a commercial thought leader and mentor to peers and account teams, raising the overall commercial bar within the DIB OU. - Resolve ambiguity and unblock deals by driving alignment across competing priorities. - Operational Excellence & Predictability: - Maintain rigorous forecast accuracy, pipeline discipline, and deal hygiene for high-stakes opportunities. - Ensure all agreements are audit-ready, compliant, and executed with precision. - Capture and apply insights from complex deals to improve future commercial strategy and execution. Qualifications - Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 8+ years sales and negotiation experience or related work or internship experience OR 12+ years sales and negotiation experience OR equivalent experience. Requirements - This position requires verification of U.S citizenship due to citizenship-based legal restrictions. - This role will require access to information that is controlled for export under U.S. export control regulations. Preferred Qualifications - Master's Degree in Business Management, Information Technology, Law, Marketing (or equivalent) AND 10+ years sales and negotiation experience or related work OR Bachelor's Degree in Business Management, Information Technology, Law, Marketing, Finance, Communication, Education (or equivalent) or related field AND 12+ years sales and negotiation experience or related work or internship experience OR 15+ years sales and negotiation experience OR equivalent experience. - Familiarity with Microsoft cloud offerings, including Azure and Microsoft 365 (commercial and/or government), MACC experience highly preferred. - Background in enterprise sales, finance, legal, or commercial operations within regulated industries. - Experience structuring and closing large, multi-year strategic agreements. - Strong collaborator who enjoys working with a wide range of personality styles and across various teams and functions. - Extensive experience leading complex enterprise deal making and negotiations. - Demonstrated success operating independently in high ambiguity, high risk environments. - Strong command of commercial frameworks, contracting principles, and governance standards. - Proven ability to influence senior stakeholders and drive outcomes without authority. - Strong executive communication and decision-making skills. - High emotional intelligence (EQ), with the ability to navigate ambiguity and build trust across diverse teams. - Commitment to ethical business practices and compliance excellence. Benefits - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. - There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.