Cyber Security Enterprise Sales Account Manager

Join Otterize, a company shaking up Kubernetes authorization with our Workload Identity and Access Management platform!

We’re on a mission to simplify and streamline the authorization process, making it as easy as pushing code to Git.

Imagine a world where deploying a service is a breeze—no more coordinating with various teams or managing complex authorization setups. Otterize introduces declarative IAM, empowering workloads to specify access requirements in plain language. Our automated system then translates these declarations into tailored policies, seamlessly integrating with Otterize’s open-source components.

For instance, in AWS IAM, forget about juggling roles and policies outside of Kubernetes. With Otterize, you label pods, request a matching AWS Role, and define IAM access through a Kubernetes resource. Voilà! Your pod can now effortlessly access AWS resources. We call this approach IBAC (Intent-Based Access Control), where workloads declare their intentions, and Otterize translates them into precise access controls based on organizational preferences.

But that’s not all—Otterize is the bridge between security, platform, and developer teams. Need to meet PCI DSS requirements or implement least-privilege, just-in-time, or zero-trust access? No problem! Otterize automates it all, drastically reducing the burden on developers and empowering dev teams to progress independently.

And guess what? We’ve raised a cool $11.5 million in seed funding led by the likes of Index Ventures, Dig Ventures, Vine Ventures, Jibe Ventures, Crew Capital, and Operator Partners! Be part of a small, yet nimble team making waves in the realm of Workload IAM—let’s Otterize the future together.

What’s the gig?

As an Enterprise Account Executive with us, you’ll be leading our sales efforts. We’re talking about selling our SaaS solution to security executives across the United States and Europe. You’ll need to dive deep into the security landscape, leveraging your expertise to navigate complex sales cycles and close big deals. Your day-to-day will involve using sales engagement platforms like SalesLoft and Outreach, managing sales processes within a CRM system, and proving your track record in enterprise sales. If you have a knack for building relationships and driving revenue in the security sector, this role is for you.

Responsibilities:

• Develop and implement effective sales strategies to achieve and exceed revenue targets. Identify and prioritize high-potential accounts within the security sector.
• Utilize sales engagement tools and techniques to identify, engage, and nurture potential customers. Conduct thorough research to understand clients’ security needs and challenges.
• Articulate the value of our security solution through compelling presentations, product demonstrations, and technical discussions. Tailor solutions to meet the specific needs of security executives.
• Manage the entire sales cycle. Maintain accurate and up-to-date records of all sales activities and opportunities in the CRM system.
• Establish and maintain strong relationships with key decision-makers and stakeholders within target accounts. Act as a trusted advisor to clients, offering insights and solutions that drive business value.
• Work closely with internal teams, including marketing, product, and customer success, to ensure alignment of sales efforts with company goals and product offerings.
• Stay informed about industry trends, competitive landscape, and emerging security challenges. Provide feedback to the team to inform strategy and product development.

Requirements:

• Minimum of 5 years of sales experience in the SaaS security industry, with a proven track record of meeting or exceeding sales targets.
• Strong understanding of the security landscape, including common challenges and solutions. Ability to communicate technical concepts to both technical and non-technical audiences.
• Experience managing sales processes within a CRM system (e.g., Salesforce, HubSpot) to track opportunities, forecast sales, and report on metrics.
• Excellent verbal and written communication skills, with the ability to deliver compelling presentations and product demos.
• Strong analytical and problem-solving abilities to understand client needs and tailor solutions accordingly.
• Proven ability to build and maintain strong relationships with C-level executives and key stakeholders.
• Highly motivated and results-oriented, with a proactive approach to driving sales and achieving goals.

Bonus:

• Familiarity with the application security landscape and software development processes.
• Extensive knowledge of cloud-native environments, Identity and Access Management (IAM), and Kubernetes ecosystems.

Otterize is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or any other characteristic protected by law.