The Enterprise Account Executive is a major contributor to Arctic Wolf fast-growth success who drives and quarterbacks new account acquisition in the small to medium enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the AE holds responsibility and accountability for achieving sales goals.
Location: Remote -- must be based in Virginia
Responsibilities:
Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Enterprise opportunities.
Identify net new Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting.
Manage multiple sales cycles and customer priorities with 10-20 Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities.
Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer.
Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory.
Be the key person to build solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward. This requires being the leading voice for internal collaboration.
Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources.
Who You Are:
Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
Ability to work independently and as part of a team
Solid level of technology, spreadsheet and CRM utilization
Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
Ability to develop and retain currency in rapidly developing technological, competitive, and product environments
Collaboration and leadership skills within sales team, in cross-functional setting, with customers and resellers
Skilled in selling techniques within a proven sales process framework
Minimum Qualifications:
2-5+ years direct or channel sales experience with strong prospecting ability
Experience selling SaaS, Security, Services in technology.
Experience working in a collaborative team environment
A proven track record of consistent sales quota achievement
A proven track record of selling in the Va market
Bachelor’s Degree
On-Camera Policy
To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews. Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers. We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.
The base salary range for this job family is 91,000 to 194,000 USD annually. This range reflects the base pay the company reasonably expects to offer for this position, aligned to the broader job family base pay structure. Actual base pay may vary based on skills, experience, and location, including job family level. In addition to base pay, Arctic Wolf offers variable incentive compensation, new hire equity grants, and a comprehensive benefits package.
