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.

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CDG - Senior Account Executive