Account Executive - Enterprise (Maryland or DC)

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations.

Location: will work remote, but must be located in the Maryland or DC area

About the Role:

Arctic Wolf is searching for a highly motivated, flexible, proven technology sales leader and professional to join our enterprise sales team in the Maryland/DC territory. Account Executives are major contributors to Arctic Wolf fast-growth success as they drive and quarterback new account acquisition in the small to medium enterprise market. Working with your SE, channel, field events, customer success and sales development teams, Enterprise Account Executives hold responsibility and accountability for achieving sales goals in the area.  As the face for Arctic Wolf in Maryland/DC, this executive sales role will represent our team, culture, and services with integrity, energy, collaboration and intelligence to partners, prospects and customers on a daily basis.

Responsibilities:

• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaigns

• Identify net new prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting

• Understand the Arctic Wolf Networks CyberSoc capabilities, benefits, outcomes, and industry context to best position our service and navigate an intelligent sales campaign

• Use internal security, communication and CRM tools to increase your personal efficiency and productivity while delivering accurate business and customer information to the business

• Manage multiple business, sales cycles and customer priorities with 10-20 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

• 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 

• Assist in finding, building, managing and growing new business partnerships within the reseller and ecosystem community to build pipeline and leverage relationships for competitive advantage

• Leverage personal networks and business partnerships to generate net new leads for the territory

• Frequent attendance (8-10 each quarter) at events and trade shows

• Significant in-territory travel to engage onsite with prospective customers

• Collaborate with the management team to develop near-term and long-term strategic territory plans

• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources

• Constantly improve communication and relationship with pre-sales engineering counterparts to create a cohesive selling process and customer experience

• Work in conjunction with channel resources to ensure success of strategic partners and strengthen channel relationships

Required Skills and Experience:

• Bachelor’s degree (business administration, finance, economics, computer science, computer information systems) or equivalent combination of education and experience.  MBA is a plus.

• Skilled in selling techniques within a proven sales process framework and a minimum of 5 years’ experience selling to the mid-market (not Fortune 500)

• A proven track record of consistent sales quota achievement

• Security, storage, SaaS or related sales experience required

• 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

• Devotion to continual personal sales development, customer service, and follow-up

• Ability to be flexible and work in a rapidly changing environment is required

• The ability to work with a variety of internal groups

• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences

• Must be highly motivated, self-starter, possess a positive-aggressive attitude, and have excellent organizational skills 

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.

About Arctic Wolf:

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA(2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.

Our Values:

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good.We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.  We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.

All wolves receive compelling compensation and benefits packages, including:

• Equity for all employees

• Flexible time off and paid volunteer days

• Training and career development programs

• Comprehensive private benefits plan including medical, mental health, dental, disability, and value-added services

• Robust Employee Assistance Program (EAP) with mental health service

• Fertility support and paid parental leave

• Superannuation Fund that Arctic Wolf pays into

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing [email protected].

Security Requirements:

• Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).

• Background checks are required for this position.

• This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these laws and regulations.