Strategic Account Executive - East

The role

You will own the full sales cycle for a portfolio of strategic enterprise accounts. You will build account strategies, develop relationships with senior security leaders, and negotiate complex agreements to close six-figure deals.

What you will do

• Own the full sales cycle for strategic enterprise accounts.
• Build and execute account strategies mapping business priorities and stakeholders.
• Develop trusted relationships with CISOs, CIOs, CTOs, and other decision-makers.
• Lead discovery to uncover business pain and connect platform to security priorities.
• Navigate complex, multithreaded buying processes.
• Partner with Solutions Architecture for technical evaluations and demonstrations.
• Create net-new pipeline through outbound activity, networking, and partners.
• Build value cases and executive narratives.
• Negotiate complex agreements and close six-figure deals.
• Maintain accurate pipeline management and forecasting discipline.

Required qualifications

• Significant experience in quota-carrying enterprise SaaS sales.
• Track record selling cybersecurity solutions to large, complex organizations.
• Demonstrated success selling to strategic enterprise accounts with an average deal size of at least $100K.
• Direct experience building relationships with and selling to CISOs, CIOs, CTOs, and senior security leadership.
• Consistent record of meeting or exceeding ambitious new-business quotas.
• Experience owning complex, multithreaded sales cycles.
• Strong executive presence.
• Excellent discovery skills.
• Experience building strategic account plans and creating pipelines within named or greenfield accounts.
• Comfort operating in an early-stage or high-growth environment.
• Strong judgment, forecasting discipline, and attention to detail.
• Genuine curiosity about AI and willingness to use AI tools.

Nice to have

• Experience selling data security, DLP, cloud security, AI security, security operations, or adjacent enterprise security platforms.
• Existing relationships across the enterprise cybersecurity community.
• Experience using channel partners, alliances, and executive networks.
• Success selling an emerging category.
• Experience at both early-stage cybersecurity companies and scaled enterprise security organizations.
• Familiarity with a disciplined enterprise qualification methodology such as MEDDPICC.

Benefits

• Competitive pay
• Meaningful equity
• 401K
• pension plan
• generous PTO
• flexible hybrid work
• Annual global off-sites

About the company

Harmonic Security builds an AI Governance and Control (AIGC) platform to provide security teams visibility and control across tools and workflows. The company was named to the Rising in Cyber 2026 list.