Account Executive

About Glow

Glow is dedicated to revolutionizing enterprise endpoint protection through an agentic-first platform. Our technology empowers security teams with unprecedented visibility, context, and autonomous remediation capabilities across all endpoints, applications, and AI tools. We prioritize speed and meaningful innovation, believing security should enhance business momentum rather than hinder it.

Role Overview

We are on the lookout for a dynamic, hunter-focused Account Executive who excels in rapidly expanding environments and has demonstrated success in selling sophisticated cybersecurity solutions. This position involves managing the entire sales process from initial prospecting and pipeline development to negotiations and deal closure, collaborating closely with Sales Engineering, Marketing, Customer Success, and Leadership to achieve outstanding client results.

Key Responsibilities

• Consistently achieve and surpass quarterly and yearly revenue goals.
• Develop and implement a strategic territory plan to maximize market penetration.
• Identify and cultivate new business prospects through proactive outreach, networking, referrals, and partnerships.
• Lead intricate enterprise sales engagements from discovery to final agreement.
• Establish and nurture trusted advisor relationships with senior executives like CISOs, CIOs, CTOs, and security leaders.
• Conduct consultative assessments to grasp clients' business objectives, security challenges, and risk priorities.
• Collaborate with Sales Engineers to deliver impactful product demonstrations, proof-of-value projects, and compelling business cases.
• Ensure precise pipeline management, sales forecasting, and opportunity tracking using CRM tools.
• Partner with Marketing teams on events, webinars, and lead-generation campaigns.
• Work jointly with Customer Success to foster adoption and identify expansion opportunities within accounts.
• Leverage channel and technology partnerships to broaden market access and accelerate sales cycles.
• Represent Glow at industry gatherings, client meetings, and cybersecurity conferences.
• Embody the Glow mindset by taking initiative, being accountable, collaborating transparently, and focusing on impactful outcomes in fast-paced, ambiguous environments.

Qualifications and Experience

• 5 to 10+ years of proven success in enterprise software or cybersecurity sales.
• Consistent record of beating quotas in enterprise or strategic account settings.
• Experience selling to security, IT, compliance, risk management, or executive stakeholders.
• Aptitude for navigating and closing complex, multi-stakeholder sales processes.
• Strong executive presence and effective communication skills.
• Track record of building sales pipelines and generating opportunities in high-growth companies.
• Familiarity with cybersecurity domains such as cloud security, data protection, identity security, or threat detection.
• Robust business insight with the capacity to link technical solutions to business goals.
• Proven ability to collaborate effectively with Sales Engineering and cross-functional teams.
• Proficiency with Salesforce, sales forecasting techniques, and structured methodologies like MEDDICC, MEDDPICC, or Command of the Message.

Preferred Additional Qualifications

• Pre-existing relationships within enterprise security circles.
• Background in high-growth cybersecurity startups.
• Understanding of cloud infrastructure, security operations, and compliance frameworks.
• Experience managing large enterprise deals ranging from six-figure to seven-figure transactions.

Equal Opportunity Statement

Glow values its people as its strongest asset and is dedicated to cultivating an inclusive workplace where every employee feels respected, welcomed, and empowered. We firmly believe diversity in backgrounds, perspectives, and experiences strengthens our teams and enhances our service to clients. We are an equal opportunity employer and uphold policies that prohibit discrimination and harassment based on protected characteristics, ensuring equitable employment decisions.