Enterprise Account Executive, Black Kite
Northeast/NYC territory
$260-300k
OTE
+ Performance-based bonuses and equity
Third party risk management software & solutions
Be an early applicant
Third party risk management software & solutions
101-200 employees
Be an early applicant
$260-300k
OTE
+ Performance-based bonuses and equity
101-200 employees
Company mission
To improve the health and safety of the entire planet's cyber ecosystem.
Role
Who you are
- Bachelor’s degree or relevant professional experience
- Minimum 6 years of sales experience selling data, analytical tools and SaaS products to security leaders (CIO, CISO) or risk management leaders (CRO, Head of TPRM)
- Demonstrated ability to work with and sell into C-Level decision makers, as well as possesses a proven track record of results with selling enterprise level data, analytical tools and/or software
- Excellent understanding of the sales process, and the ability to effectively partner across internal teams to close revenue generating opportunities
- Strong customer-facing and presentation skills with the ability to establish credibility with executives
- Proven track record of successfully building and nurturing multi-level client relationships
- Experienced presenter of technical and business material to both small and large groups
- A consultative seller: ability to identify customer pain points and solve with Black Kite’s value
- Has a strong network, both with end-users and Channel partners local to the region
- Excellent organizational skills and strong technical acumen
- Consistently builds pipeline in region/territory to support the near/long term company goals/objectives
- Consistently achieves and/or exceeds assigned monthly, quarterly, annual sales quotas
- Proven track record for generating new business sales revenue within assigned region
- Proven ability to drive effective collaboration across internal teams to close business opportunities and create an amazing experience for customers
- Has strong partnerships with internal team members across capabilities, in particular, within global sales, marketing and product teams
What the job involves
- Are you an experienced sales professional with a passion for technology and a proven track record of closing large deals
- As an Enterprise Sales Executive, you’ll be responsible for driving new business by identifying and closing deals with large enterprise clients
- You’ll be working with some of the most innovative and forward-thinking companies in the world, helping them solve complex challenges and achieve their goals
- You’ll partner with a team of talented engineers, marketers, and product managers, all working together to deliver exceptional results for our clients
- Generates sales revenue for enterprise customer accounts
- Owns full sales lifecycle: defines and executes sales plans for assigned territory to meet and exceed quota through prospecting key decision makers, qualifying opportunities and managing relationships to close business
- Develops and manages sales pipeline to move many strategic transactions through the sales process; maintains an active, healthy pipeline of qualified leads to convert to sales opportunities
- Ensures customer satisfaction while maintaining an accurate forecast and working with multiple channel partners
- Generates revenue from and works closely with a network of Channel Partners to successfully sell Black Kite solutions
- Prepares activity and forecast reports as requested; participates in quarterly business reviews
- Identifies growth opportunities for future successful partnerships
- Creates sales plans, maintains detailed opportunity documentation in SFDC, delivers reports and provides relevant feedback from discussions with prospects to management
- Collaborates with Marketing and shares field knowledge to support the development of client content
- Drives new business in current and new markets and partner with Senior Leadership when needed
- Partners with cross-functional teams to ensure a successful sales process
Our take
An estimated one in four organizations suffered from a cyber-attack in the last year, hackers often attack companies through third parties, working their way into the organization through supply chain security vulnerabilities. Black Kite is the world’s first global third-party cyber risk monitoring platform, combining cyber ratings and quantitative risk to provide vulnerability management solutions.
Infamous ransomware groups such as Conti and Revil have invested in improving their methods of gathering information and finding an organization’s valuable assets. Black Kite’s suite of standards-based cyber risk assessment programs (which includes a Ransomware Susceptibility Index) provides a three-dimensional view of the health and safety of a company’s entire security ecosystem, uncovering cybercriminal loopholes.
The company has been focused on expanding its workforce and product development as it squares up against a slew of competitors including BitSight and VisableRisk. However, its simplified and comprehensive management solutions, position Black Kite to be the category-leading third-party cyber risk platform.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company HQ
Prudential / St. Botolph, Boston, MA
Leadership
Paul Paget
(CEO)Paul joined Black Kite in January 2019 as a Senior VP, he then moved into the role of CEO later that same year. Previously, he was a Principal at LoudRumble, CEO and EVP of Strategy at Pwnie Express, and President & CEO at Savant Protection.
Candan Bolukbas
(Co-Founder & CTO)Prior to co-founding Black Kite in 2016, Candan was an Enterprise Security Services Manager at BGA Information Security & Consulting. He was also a Network & Security Administrator and Manager at the Presidency of the Republic of Türkiye.
Chris Bush
(CCO & COO)Chris joined Black Kite in 2020 as CCO, adding COO to his title in 2022. Previously, he co-founded Luana Technologies and served as the Head of Security at ObserveIT. He also spent 12 years at Novartis in various Managerial/Director roles.
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