Senior Account Executive, Trail of Bits
$140-190k
+ Potential bonuses
More information about location
Security engineering firm
Job no longer available
Security engineering firm
101-200 employees
Job no longer available
$140-190k
+ Potential bonuses
More information about location
101-200 employees
Company mission
To help secure the world's most targeted organizations and products.
Role
Who you are
- 8+ years of proven strategic sales experience with consistent quota achievement in relevant cybersecurity or technical consulting
- Demonstrated success managing strategic accounts and complex, multi-stakeholder sales cycles
- Deep understanding of cybersecurity landscape and enterprise security challenges with ability to engage credibly with CISOs and technical leadership
- Exceptional communication, presentation, and executive relationship skills with proven ability to build C-level relationships and Security Leaders
- Experience with large contract negotiations, service-based selling, and multi-year strategic partnerships
- Strong business acumen with ability to develop comprehensive account strategies and identify expansion opportunities
- Track record of mentoring junior sales professionals and contributing to team development
- Self-motivated, results-driven professional with excellent time management and organizational skills
What the job involves
- The primary responsibility of the Senior Account Executive will be to drive strategic revenue growth through managing complex sales cycles, developing key client relationships, and expanding Trail of Bits' presence within strategic accounts. This role will focus on securing high-value, multi-service engagements while serving as a trusted cybersecurity advisor to senior client stakeholders
- The Senior Account Executive will drive strategic accounts, developing comprehensive account strategies that span multiple business units including, AI/ML, AppSec, Blockchain, Cryptography, and Research & Engineering. They will build executive relationships with stakeholders and lead quarterly business reviews to ensure client success and identify expansion opportunities
- The Senior Account Executive will collaborate closely with technical teams, project managers, and delivery leads to ensure seamless client experience from initial engagement through successful project delivery. They will contribute to Trail of Bits' strategic growth initiatives while mentoring junior team members and sharing best practices across the organization
- Strategic Account Development: Grow strategic relationships through consultative selling, executive engagement, and comprehensive account planning focused on multi-year partnerships or programs
- Complex Sales Leadership: Manage sophisticated sales cycles involving multiple stakeholders, technical evaluations, and complex contract negotiations
- Revenue Growth Excellence: Consistently achieve or exceed against team and personal targets while driving account expansion through strategic upselling, cross-selling initiatives, and net new logo business
- Executive Relationship Building: Build and maintain relationships with C-suite executives, CISOs, and senior security leadership to position Trail of Bits as an indispensable strategic partner
- Cross-Business Unit Coordination: Orchestrate complex deals involving multiple service areas and business units, ensuring cohesive solution delivery and client satisfaction
- Market Intelligence and Strategy: Provide valuable market feedback on competitive landscape, emerging client needs, and strategic opportunities to inform company growth strategy
- Team Leadership and Mentorship: Mentor project management and sales peers, share best practices, and contribute to sales process optimization and team development
- Thought Leadership Representation: Represent Trail of Bits at industry conferences, executive briefings, and strategic forums to build market presence and generate qualified opportunities
- Reporting Manager: Lead, Sales Engineering
Our take
As more and more commercial activities go online, companies are increasingly exposed to cybersecurity threats. This requires organizations to get serious about their digital security infrastructure. As a result, the business of cybersecurity auditing has boomed.
Trail of bits is one such auditing firm with a signature method: combining its top-quality research in the cybersecurity field with the approaches of a real-world hacker. Distinguishing itself even further, the company has engaged in a new strategy fit for a new market - blockchain. The cybersecurity firm is now one of the world’s most prominent blockchain code auditors.
It's an exploding niche for which Trail of Bits has also been able to create an entirely new business line. While also auditing on behalf of blockchain software businesses, it is also expanding a service of engaging the government & large financial institutions for work on evaluating the risks of blockchain software.
Trail of Bits is well positioned as a result. Even if, as some commentators predict, the bottom falls out of the blockchain industry, the firm has used the momentum to reinforce its position as a thought leader on cutting-edge technology, establishing important partnerships that will last regardless.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
18% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Aug 2023
$4m
SEED
Jan 2018
$0.2m
GRANT
Total funding: $5.4m
Company benefits
- Health Insurance with no-monthly-premiums
- Vision, Dental, Life & Disability Insurance
- Access to Kindbody for gynecology and fertility care
- Access to HealthAdvocate, Teledoc & OneMedical
- 401k with 5% company matching
- Competitive salaries
- Ongoing bonus opportunities
- ConnectYourCare Flex Spending Account (FSA)
- Commuter Benefits
- Fitness stipends
- Four weeks of PTO
- Fifteen company holidays
- 4 months paid parental leave
- End-of-year performance bonus
- Continuing education, public presentations and blog posts
- Recruiting & referrals
- Conferences & off-sites
- Company & team outings
- Virtual events
- Continuing education
- Training sessions & learning courses
- Internal research & development Projects
- Charitable donation matching
- Relocation assistance
- 1Password subscription
- Work from home stipend
- Remote work friendly
Company HQ
Midtown East, New York, NY
Leadership
Dan Guido
(Co-Founder & CEO)Previously a Senior Security Consultant at iSEC Partners. Also worked as Threat Intelligence Lead for the U.S. Federal Reserve System. Former NSA Analyst.
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