At a Glance
- Tasks: Drive sales by retaining and expanding a portfolio of existing customers in the cybersecurity sector.
- Company: Join a leading tech company focused on innovative cybersecurity solutions.
- Benefits: Remote work, competitive salary, and opportunities for professional growth.
- Other info: Dynamic remote work environment with excellent career advancement opportunities.
- Why this job: Make an impact in cybersecurity while building strong relationships with clients and partners.
- Qualifications: 3+ years in enterprise software sales, preferably with cybersecurity experience.
The predicted salary is between 51750 - 63250 £ per year.
Description The Commercial Account Executive is an individual-contributor sales position responsible for retaining and expanding a portfolio of approximately 100 existing Tufin customers.
The successful candidate will develop strong relationships with customers and channel partners, identify new business opportunities within the existing account base, and drive the cross-sell and upsell of additional Tufin solutions.
This person will be responsible for building qualified pipeline, executing strategic account plans and delivering consistent and accurate revenue forecasts.
The role requires a proactive seller who can combine disciplined prospecting with consultative selling, partner engagement and strong operational execution.
The candidate must be comfortable communicating Tufin’s value to technical, business and executive stakeholders.
Core Capabilities Selling, Prospecting and Account Development Cybersecurity Knowledge and Consultative Value Selling Forecasting, Pipeline Management and Operational Discipline Energy, Accountability and Execution Areas of Responsibility Retain and grow revenue across an assigned portfolio of approximately 100 existing customer accounts.
Develop strategic account plans that identify key stakeholders, business priorities, competitive risks and opportunities for expansion.
Build and maintain a strong, qualified pipeline of upsell and cross-sell opportunities across the Tufin portfolio.
Proactively generate opportunities through customer outreach, digital prospecting programs, partner engagement and account-based sales activities.
Develop a strong understanding of Tufin’s platform, product capabilities, competitive positioning and customer use cases.
Present effectively to technical, business and executive-level stakeholders.
Navigate complex sales cycles involving technical validation, procurement, legal review and executive approval.
Build trusted relationships with channel partners and execute scalable, one-to-many partner sales activities.
Collaborate with Customer Success, Solutions Engineering, Professional Services, Marketing, Legal and other internal teams to support customer retention and growth.
Maintain an accurate and timely forecast based on documented customer outcomes, decision criteria, next steps, risks and expected close dates.
Maintain complete and accurate account and opportunity information in Salesforce, including deal stages, close dates, next steps and forecast categories.
Apply disciplined qualification throughout the sales cycle and proactively identify risks that could affect deal progression, timing or customer retention.
Meet or exceed individual renewal, expansion and new-business targets.
Attend customer meetings, industry forums, trade shows and company events as required.
Requirements A minimum of three years of experience selling enterprise software or technology-based solutions.
At least two years of direct, quota-carrying sales experience.
Cybersecurity sales experience is strongly preferred.
A demonstrated history of meeting or exceeding individual revenue targets.
Proven ability to retain and expand existing customer relationships through consultative selling.
Demonstrated ability to accurately forecast revenue, manage pipeline and maintain strong CRM discipline.
Ability to clearly communicate deal status, customer commitments, risks, next steps and expected timing during regular forecast reviews.
Proficiency with Salesforce and other sales engagement, forecasting and prospecting platforms.
Experience developing account plans, mapping stakeholders and navigating complex organisational buying structures.
Experience working with channel partners to identify, develop and close business.
Experience using a structured sales qualification methodology.
Strong business judgement, personal accountability and sense of urgency.
Excellent collaboration skills and the ability to build trusted relationships internally and externally.
Excellent written and verbal communication skills, ranging from persuasive one-to-one conversations to formal group presentations.
Ability to travel as required, including occasional overnight travel and attendance at company events.
Department: Sales Workplace type: Remote
Commercial Account Executive - Insurance in London employer: Tufin
Tufin is an exceptional employer that prioritises employee growth and development, offering a dynamic work culture where collaboration and innovation thrive. As a Customer Success Manager, you will enjoy the flexibility of remote work while being part of a supportive team dedicated to ensuring customer satisfaction and success. With opportunities to engage with enterprise clients and contribute to meaningful outcomes, Tufin fosters an environment where your contributions are valued and recognised.
StudySmarter Expert Advice🤫
We think this is how you could land Commercial Account Executive - Insurance in London
✨Leverage Your Network
In sales and business development, who you know can often be as important as what you know. Get involved with local networking events or industry meetups to connect with key players. Don't be shy—share your passion for the field and let folks know you're on the lookout for opportunities!
✨Show Your Skills Through Real-World Results
When targeting a full-time role like Commercial Account Executive - Insurance at Tufin, presenting tangible results from your previous sales experience can set you apart. Bring along case studies or examples of how you've closed deals or expanded accounts, and don't forget to showcase your problem-solving prowess. It’s all about quantifying your success!
✨Engage with Sales Communities
Dive deep into online sales communities, like Sales Hacker or LinkedIn groups dedicated to sales professionals. Engaging in discussions and sharing insights can boost your visibility and might just put you on the radar of hiring managers looking for fresh talent in business development.
✨Direct Applications Matter
While we all know the online application route, consider sending direct applications to companies you admire, including Tufin. Tailor your message to explain why you’re drawn to them and how you can contribute as a Commercial Account Executive - Insurance. Sometimes, a personal touch can grab attention faster than a generic application!
We think you need these skills to ace Commercial Account Executive - Insurance in London
Some tips for your application 🫡
Show Off Those Sales Skills:In your CV and cover letter, highlight any previous sales or business development experience you have. Use numbers and examples to showcase your achievements – did you exceed sales targets or bring in new clients? Make those accomplishments shine!
Tailor Your Message for Tufin:When writing your cover letter, make sure to tailor your message specifically for Tufin. Show that you know the company’s mission and how your skills align with their goals in the sales landscape. This personalised touch will grab their attention!
Keep It Professional Yet Engaging:Sales is all about relationships, so while you want to maintain professionalism in your application, don’t be afraid to let your personality shine through. Engage the reader and demonstrate your enthusiastic approach to sales and business development!
Proof of Performance:Include any relevant certifications or training you’ve undertaken in sales or negotiation tactics. If you’ve attended workshops or courses, list these to showcase your commitment to professional development. This extra touch can set you apart from the competition!
How to prepare for a job interview at Tufin
✨Know Your Sales Methodologies
Brush up on popular sales methodologies like SPIN Selling or Challenger Sales. Being able to discuss these techniques and how you've applied them will show Tufin that you understand the role and can hit the ground running in the sales game.
✨Demonstrate Your Deal-Making Skills
Prepare to share stories from your past experiences where you closed deals, overcame objections, or started new client relationships. We want to show Tufin that you’re not just about numbers but also about building lasting connections in business development.
✨Prepare for Role-Play Scenarios
In a full-time sales interview, don’t be surprised if they throw in a role-play exercise to test your pitching skills. Practising how you would pitch a product or handle an objection will help us shine in this simulation—think of it like a dress rehearsal for your future sales calls!
✨Align Your Goals with the Company’s Vision
Take a moment to reflect on how your career ambitions align with Tufin’s objectives. When we articulate how our personal growth ties in with the company’s goals, it shows commitment and a genuine interest in contributing to their success.
