At a Glance
- Tasks: Drive new business and expand accounts with consultative selling in cybersecurity.
- Company: Join Idira, a trailblazer in identity security solutions.
- Benefits: Competitive salary, diverse team culture, and opportunities for growth.
- Other info: Collaborative environment with a focus on diversity and inclusion.
- Why this job: Make a real impact by solving complex business problems with innovative solutions.
- Qualifications: Proven sales experience in enterprise deals and strong understanding of cybersecurity.
The predicted salary is between 60000 - 80000 £ per year.
Role Overview
As a Senior Enterprise Account Executive at Idira, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers, you will lead complex sales cycles, orchestrate cross-functional teams, and deliver Idira’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to Idira’s value, and drive outcomes through a strategic engagement approach. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.
Key Responsibilities
- Ownership of Full Sales Cycle: Apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.
- Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.
- Deliver Business Outcomes Through Consultative Selling: Understand customer priorities and translate Idira’s platform into tangible business value and technical relevance. Lead with insights, not features—this is a solution-led, outcome-driven role.
- Build Executive And Multi-Level Relationships: Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams. Develop champions and foster account trust that supports long-term growth and expansion.
- Orchestrate The Broader Sales Team: Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across Idira’s portfolio. Take ownership of the deal strategy while leveraging specialist knowledge and support resources.
- Work Across The Ecosystem: Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution. Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.
- Territory Planning And Execution: Own your territory strategy and build comprehensive account plans for key targets. Identify whitespace, drive expansion, and ensure alignment with Idira’s growth goals.
- Use Of AI-Enabled Sales Tools: Leverage tools like Gong and Demandbase to extract insights, personalise outreach, and increase sales productivity.
- Market Insight And Domain Knowledge: Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Idira as a strategic partner.
Qualifications
- Sales and Commercial Acumen: Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS. Demonstrated ability to grow new logos and expand within existing customers. Outcome-oriented with strong commercial judgment and quota ownership mindset.
- Domain Expertise: Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling. Ability to understand business and technical use cases and convert them into solution opportunities.
- Channel And Ecosystem Experience: Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.
- Interpersonal Strengths: Strong executive presence and influencing skills across all customer levels. Commercial curiosity and the ability to uncover customer pain points through active listening. Collaborative, coachable, and resilient with a passion for team-based success.
- Sales Process And Tool Familiarity: Skilled in sales methodologies such as MEDDPICC and Command of the Message. Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.
We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability.
