Enterprise Account Executive, Expel
Mid Atlantic
$300-320k
OTE
$150-160k
BASE
+ Equity
More information about location
Cyber security threat detection & management
Posted today
Cyber security threat detection & management
501-1000 employees
Posted today
$300-320k
OTE
$150-160k
BASE
+ Equity
More information about location
501-1000 employees
Company mission
Expel is on a mission to make security easy to understand, easy to use, and easy to continuously improve.
Role
Who you are
- The relationships you have with current and previous customers matter
- Your customers frequently introduce you to new people because of the way you work to help them solve real problems
- This didn't happen overnight; it's something you've crafted for years and that experience shows
- You ask questions to understand problems and you enjoy being a true partner to solve them
- You’re thoughtful and calm
- Your customers walk with you because they know you only sell products you believe in, products you stand behind, and products only for a problem you actually have
- We know that no matter how good a product is, someone has to guide the sales process – and you excel at this
- You haven’t sold just any enterprise product, you’ve sold information security products
- It’s a market with sometimes confusing, overlapping messages and frequently unclear value propositions
- Fear-selling nonsense is not how you do business; you show value
- A real passion for consultative, customer-focused sales based on transparency, honesty, and integrity
- A deep understanding of information security -- technologies, products, and services; direct experience with managed security is even more helpful
- Resiliency -- you have a keen sense of where you’re going and what you can accomplish here, setbacks or challenges don’t interfere with your momentum
- Empathy for your clients and their challenges
- An ability to talk to both business and technical buyers about what you’re selling - you don’t have to be an engineer, but you do need to understand what you sell
- A Bachelor’s degree or a compelling story
- 5+ years of professional experience, with at least 3 in enterprise information security sales
What the job involves
- Act as a change agent and educator, you’re not just a salesperson
- Understand what Expel does and how it maps to your customer's business problems
- Introduce Expel to the customers who believe in you and tell them what we do. Find where we fit and bring them on board, so we can help them together
- Engage with new prospective customers. Begin to build your personal relationship with them as you tell them about Expel. If Expel fits, change them from prospects to customers
- Tell us what you learn as you explore the market. Help us understand where Expel fits, what we are missing, how can we be better, and ultimately, get to “yes” before “no”
- Seamlessly own the full sales cycle with a high degree of technical proficiency, familiarity with MEDDPIC is a plus
Our take
As ransomware and hacking threats rise, identifying and resolving breaches in security must be done quickly. Lack of transparency in cyber-security makes it difficult for engineers to detect, understand, and fix the issues as fast as possible. Expel is aiming to redefine what a security operations center and managed detection service looks like in the modern age.
Though the company faces competition from the vast number of cybersecurity platforms, Expel positions itself as a viable alternative to the service delivery model of managed security service providers (MSSPs) by offering a comprehensive management platform that connects to its customers’ tech remotely through APIs, providing fast detection and clear solutions.
Having reached unicorn status, the company is establishing a stronger presence in the European and Asia-Pacific markets, capturing business in Canada, the United Kingdom, Australia, and Singapore. Its 2022 funding is being used to accelerate sustainable growth, continue the company's international expansion, and push forward with go-to-market initiatives.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Oct 2022
$31m
SERIES E
Nov 2021
$140.3m
SERIES E
Total funding: $288.8m
Company benefits
- Flexible work hours and locations
- Unlimited time off - includes vacation, personal days, and an annual company-wide restorative day
- 24 weeks parental leave when you, your spouse or your domestic partner gives birth to a child, adopts a child or becomes a foster parent (first 12 weeks paid)
- Military leave
- Paid annual conference - we reimburse you up to $2,500 to attend at least one conference every year that helps you move your career forward
- One month sabbatical after hitting your 5 year anniversary
- Zero-meetings week each quarter - where all Expletives are challenged to reduce the number of internal meetings on their calendar all the way to zero
- Medical insurance through the Cigna Open Access Plus HRA plan
- Dental & vision insurance through Guardian
- Team touchdowns - Expel Teams are encouraged to come together quarterly for planning, for connecting, for energizing and maybe a little fun
- Fitness stipend
- Cell phone stipend
- Employee Assistance Program
- Telemedicine (Cigna’s Telehealth Connection)
- Access to the popular mental health platforms, Ginger and Talkspace
- BenefitHub - a web portal where Expel employees can enjoy discounts, cash back rewards and perks on thousands of brands in a variety of categories!
- Retirement 401(k) account provided by Principal
- Health Reimbursement Arrangement (Cigna)
- Flexible Spending Accounts
- Student loan refinancing
Company HQ
Herndon, VA
Leadership
Dave Merkel
(CEO & Co-Founder)Previous CTO of both FireEye and Mandiant (also VP, Products and Threat Management Services). Previously worked as the Senior Technical Director at America Online and for the US Air Force as an Assistant Chief of Intrusion Invasions.
Justin Bajko
(VP of Strategy & Business Development & Co-Founder)Previous Managing Director (MCIRT Operations) at Mandiant and Senior Manager of Global Security Analysis at Symantec. Previously worked as a Network Administrator at Clinical Trial Management Services, and was a Network and Systems Administrator at MiniFibers.
Yanek Korff
(Chief of Staff & Co-Founder)Previous COO at Expel. Current Board Member at ThreatSwitch and Investor at Berg Capital Group. Previous Member of the Technical Advisory Board at Ntrepid Corp and CP an CTO at FireEye.
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