What are the responsibilities and job description for the Account Executive US Remote position at Iriusrisk?
About IriusRisk
IriusRisk is the world’s leading automated threat modeling tool (
our grandma says so). Born out of a desire to advance threat modeling as an activity and ensure that software is secure from the design stage. IriusRisk helps the largest banks and technology providers build their software. Yep, that’s right, the team builds the tools that build the world’s software.
A scale-up with large enterprise clients that retains a fast-paced, agile, get-things-done, start-up mentality. A place where everyone’s ideas are welcomed, valued, and challenged, meaning the entire team has the opportunity to change how software is built securely at the very largest scale. We also love a meme.
Purpose of the Role
The Senior Account Executive plays a pivotal role in driving revenue growth by building and maintaining strong relationships with key clients. This role focuses on understanding client needs, selling products or services that align with those needs, and ensuring with the CSM help client satisfaction to maximize account retention and expansion.
Duties & Responsibilities
Client Relationship Management : Build and nurture relationships with key clients, becoming a trusted advisor and the primary point of contact.
Sales and Revenue Generation : Qualify opportunities provided by the BDR team to sell products or services that address client needs and goals, meeting and exceeding sales targets. Generate new opportunities through personal connection and outbounding in collaboration with your BDR.
Account Planning : Develop account plans and strategies to maximize revenue growth and account expansion.
Needs Analysis : Conduct thorough needs assessments and collaborate with internal teams to tailor solutions that meet client requirements.
Negotiation : Negotiate contracts and agreements to ensure mutually beneficial terms for both the client and the organization.
Client Advocacy : Act as the voice of the client within the organization, advocating for their needs and ensuring prompt issue resolution.
Account Retention : Implement retention strategies to minimize client churn and ensure long-term client satisfaction.
Market Analysis : Stay informed about industry trends and competitors to identify potential threats and opportunities for the organization.
Sales Reporting : Maintain accurate and up-to-date records of sales activities, client interactions, and revenue forecasts.
What we offer
100% remote work!
Great team collaboration between departments.
An Agile environment!
We have a “Do it well” culture and we don’t fear investing time to do things right the first time while balancing time to delivery.
Training budget and certifications related to your role.
Medical Insurance
Referral bonus
Horizontal business culture
Glassdoor rating
92% employee retention rate
Requirements : Essential Skills
Sales Expertise : Strong sales skills, with a proven track record of achieving and exceeding sales targets.
Client Relationship Building : Exceptional interpersonal and relationship-building skills to establish and maintain strong client connections,with constant touch points to provide a worldclass customer service.
Communication : Excellent verbal and written communication skills for effective client interactions and internal collaboration.
Negotiation : Proficiency in negotiation techniques to secure favorable deals for the organization.
Problem-Solving : Strong problem-solving skills to address client needs and challenges effectively.
Industry Knowledge : Familiarity with the industry, market trends, and competitive landscape to provide informed solutions.
Desired Experience
8 years of experience in enterprise-class software sales
Bachelor's or Master's degree in sales or a related field.
Sales Experience : Significant experience in sales, particularly in a client-facing role. Experience with sales tools, such as Salesforce, Sales Navigator, Hubspot, Zoom (conferencing tool), G-Suite, Microsoft Office…
Account Management : Previous experience in managing client accounts, with a focus on retention and growth.
Industry Experience : Experience in the relevant industry or sector to better understand client needs, and processes. Experience in cybersecurity sales will be greatly recognize.
Product Knowledge : Familiarity with the organization's products or services, and differences with the competitors in the market.
Language knowledge : If AE is selected for a non - English territory, regional language proficiency required.
Person Requirements
Results-Oriented : A focus on achieving and exceeding sales targets and revenue goals.
Adaptability : Ability to adapt to changing client needs and market conditions. Our market is an evolving and changing market that requires for us to focus on several types of different size of customers and verticals.
Ethical : Maintains high ethical standards and integrity in all client interactions and business dealings.
Team Player : Collaborates effectively with internal teams to deliver exceptional client service. Has to build a great 1 : 1 relationship with his / her BDR to sync in Outbounding efforts.
Customer-Centric : Puts the client's needs first and is committed to ensuring their satisfaction.
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