Senior Account Executive
About Us
Cyber Defense Group (CDG) is shifting the cybersecurity consulting paradigm to address the needs of mid-market, cloud-native or cloud-reliant companies. Founded in 2016 by global security expert Lou Rabon, CDG’s nimble team draws on decades of experience and diverse technical expertise to deliver a full spectrum of information security advisory and implementation services on a fixed-cost basis. CDG’s results-driven approach helps organizations meet their immediate security needs while preparing them for the future. To learn what it’s like to partner with CDG, visit www.cdg.io.
Position Overview
CDG is hiring a dynamic Senior Account Executive to join the team and drive sales. This role demands a results-oriented contributor with a proven record in exceeding B2B technology services and cyber security sales quotas, particularly within the MSSP sectors. As the successful candidate, you will be responsible for acquiring new business, fostering channel partnerships, guiding junior sales reps, overseeing prospecting through client handoff/delivery.
Reporting directly to CEO Lou Rabon, you will build and iterate on our outbound sales motion foundation, as we push towards growing a predictable pipeline with you taking charge of generating new leads and owning each lead from awareness through closed and initial onboarding.
In your first 3 months, you will…
- Onboard to gain a strong sense of our offering, product, clients, and team
- Evaluate and improve our existing sales processes with our fractional CRO and CEO
- Hunt, hunt, hunt for our ICP as you search for predictable and higher ROI channels
- Achieve monthly targets by closing 1-2 recurring deals
- Be on your way towards a robust pipeline to exceed our EOY goals
- Provide oversight and player-coaching to the Sales Development Representative (SDR) team
In your first 6 months, you will…
- Achieve monthly targets by closing 3-4 recurring deals
- Generate insightful reports on sales metrics, pipeline, forecasts, and predictability
- Develop and optimize CRM systems (ZoomInfo, LinkedIn Navigator, HubSpot) with our CRO
In your first year, you will….
- Exceed personal and team sales quotas consistently
- Establish and expand a robust pipeline with year-over-year growth in contracts
- Streamline the sales cycle for quicker deal closures
- Target a sales cycle of 3 months or less for recurring business
- Expand sales team and channels based on performance metrics
- Take full ownership of 80%+ of daily sales operations
You will thrive in this role if you are…
- Entrepreneurial mindset with strong work ethic and high energy
- Results-oriented with a consultative sales approach and focus on metrics
- Self-driven and oriented with the ability to project manage and create velocity
- 3+ years of providing security plans to similar clientele in a role doing sales, customer success, program management, client delivery or similar, specifically in cybersecurity or similar services to Mid-Market buyers
- Flexible and adaptable to thrive in a fast-paced, collaborative environment
- Proactive in generating and managing opportunities through outbound calling and thorough pre-call preparation
- Excellent communication, negotiation, and presentation skills, capable of simplifying complex technical information
- Adaptable and able to work effectively with diverse personalities
- Bachelor's degree or equivalent experience
Compensation and Benefits
- $90,000 - $100,000 base plus generous commission structure ($200 - $250 OTE)
- Health & Well-Being
- Medical, Dental, Vision
- EPO, POS & HSA Options
- 24/7 Teledoc Services
- One Medical Membership
- Kindbody Membership
- Health Advocacy Employee Assistance Program
- Vacation
- Unlimited Vacation (Exempt)
- Flex Hours
- Retirement Planning
- Pre-Tax 401(K) Plan
- Company Match
- Personal Growth
- Talkspace Membership
- Conferences & Tradeshows
- Education & Training Program
- Interview Process
- 30-minute initial screening with Talent team representative
- 30-minute video interview with CRO
- 45 minute video interview with CEO
- 60-minute case study/pitch presentation with Leadership Panel
- 30-minute interview with Sales Development Representative (Direct Report)
- 30-minute final interview with CEO
- Offer extended
** This position offers remote or hybrid work options, with preference given to candidates based in Los Angeles. Occasional in-person work in Pasadena may be required to collaborate with the local team.
