Public Sector Lead

About Delinea

Delinea is a leader in securing both human and machine identities through an intelligent centralized authorization platform. Utilizing AI-driven intelligence, the Delinea cloud-native Identity Security Platform manages identity lifecycle across cloud infrastructures, traditional IT, SaaS applications, and AI environments. The platform enables discovery of all identity types, proper access assignment, anomaly detection, and threat response in real-time. With deployments completed within weeks, requiring significantly fewer management resources, and boasting 99.995% uptime, Delinea offers strong security and efficient operations.

Our global team is passionate about enhancing security worldwide. With strong product leadership, expert engineers, and strategic investment, we foster diversity, innovation, respect, and fairness. We encourage those ready to challenge security norms to join us.

Role Summary

We seek an experienced Enterprise Account Executive to manage a portfolio of large strategic accounts, driving new business and expansion revenue. This senior individual contributor role involves leading full sales cycles independently, navigating complex buying committees, mentoring junior representatives, and supporting regional leadership. The role requires leading industry verticals or account groups within your territory. The position is located in Canberra.

Responsibilities

• Manage and grow enterprise accounts typically with revenues exceeding $1B, overseeing full sales cycles from prospecting to closing.
• Develop and implement account strategies involving multiple contacts including economic buyers, technical evaluators, and executives, utilizing territory and account planning approaches.
• Conduct complex negotiations, including legal, procurement, and security reviews.
• Provide accurate sales forecasts and maintain pipelines to meet annual quotas, generally around $2.5M+ ARR.
• Collaborate cross-functionally with Solutions Engineering, Customer Success, Legal, and Product teams to structure deals and overcome obstacles.
• Advocate customer perspectives internally to influence product development and go-to-market strategies.
• Guide and support junior sales representatives in deal strategies, objection handling, and planning.
• Maintain meticulous CRM data and contribute to sales process enhancements.

Qualifications

• Over 10 years of experience in enterprise B2B sales with consistent track record of exceeding quotas on long sales cycles (6-12+ months).
• Proven ability to sell to VP and C-level executives and manage deals involving multiple stakeholders and departments.
• Demonstrated success selling to Public Sector and Enterprise Accounts with established relationships, both direct and through channels.
• Strong expertise with structured sales methodologies such as MEDDIC, Command of the Message, and proficient Salesforce management.
• Experience navigating procurement, legal, and security review processes within large organizations.
• Excellent executive presence with strong written and verbal communication suitable for boardroom environments.
• Highly autonomous with ability to set account strategies with minimal oversight.
• Trusted leader for complex and high-value deals in the assigned territory.
• Regarded as a resource and mentor by peers and cross-functional teams.
• Contributes to processes at the team level beyond personal sales targets.

Why Delinea?

• We solve critical identity security issues for some of the biggest organizations globally.
• We value intelligent, self-driven, collaborative team members.
• Our culture fosters innovation and provides ample opportunities for career growth.
• We adhere to core values of being Spirited, Trustworthy, Respectful, Owners, Nimble, and Global.
• Competitive salary, meaningful bonuses, healthcare insurance, pension matching, life insurance, employee assistance programs, paid time off, and holidays are provided.

Equal Opportunity and Compliance

Delinea is committed to equal employment opportunity and affirmative action, prohibiting any form of discrimination or harassment based on protected characteristics. Employment offers are contingent upon background checks, education and employment verifications, and social media reviews per policy.