Enterprise account executive in cybersecurity

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do.

• Own the full sales cycle, from identifying customers' needs to delivering a consultative-based, ROI-driven value proposition in the context of a SaaS solution.
• Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals.
• Develop strong, long-lasting relationships with Fortune 500 clients and their executives.
• Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process.
• Possess a comprehensive understanding of Panoray's solution and connect that knowledge directly to our customers' needs.
• Proactively build and identify opportunity signals and generate expansion opportunities (upsell, add-on, cross-sell, etc.).
• Act as a trusted advisor to the C–Suite and other senior executives.
• Develop account strategies by identifying the strongest use-case(s) to maximize the customers' value from the Panorays solution.
• Work closely with customer success to close upsell opportunities with existing customers.

• Willingness to travel approximately 30-50% of the time to meet prospects, customers, and partners is required.
• 10+ years of direct sales experience in B2B enterprise SaaS, preferably in cybersecurity.
• Familiarity with Privacy, Third-Party Risk, GRC, compliance frameworks, and regulatory requirements.
• Proven ability to build and generate your own pipeline through outbound prospecting, account planning, and partner engagement.
• Proven experience working with Channel Partners.
• Strong track record of selling complex SaaS solutions into Fortune 500 and large enterprise accounts.
• Strong relationship-building skills and ability to navigate complex enterprise organizations and engage C-level stakeholders.
• Strong product demo, presentation, negotiation, and contract management skills.
• Experience with Salesforce, Outreach, Gong, and LinkedIn Sales Navigator.
• Self-starter with a strong “can-do” attitude, comfortable working in a fast-paced start-up environment.
• Results-Oriented & Strategic Closer - You’re driven by impact and know how to own complex sales cycles end-to-end, from discovery and value mapping to tailored demos and contract negotiation.
• Relationship-First Mindset - You build and nurture trust with senior stakeholders, turning conversations into long-term partnerships and growth opportunities.
• Business-Savvy & Value-Driven - You connect technical solutions to business outcomes, crafting ROI driven narratives that resonate with C-level executives.
• Technically Fluent Communicator - You’re comfortable discussing cybersecurity, GRC, and third-party risk — and translating those concepts across both technical and business audiences.
• Resilient & Startup-Ready - You thrive in a high-growth, fast-paced environment, bringing energy, grit, ownership, and a strong can-do attitude.

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