DomainTools is looking for a talented new business focused global account executive  to accelerate our enterprise sales growth. The ideal candidate will be a proven SaaS sales professional, a natural pipeline builder, sophisticated closer, and has a passion for building strong relationships with their customers and partners within an assigned geography.  

You will use your extensive experience and consultative selling skills to communicate our value to a mix of highly technical practitioners and business-level stakeholders. You will be responsible for initiating relationships with new customers and employ effective engagement  strategies to successfully position DomainTools as a critical element in any corporation or government security architecture.

You will be responsible for leading deals from start to finish, managing a specific sales territory across all target industries. You will work with our existing marketing, and strategic partners/resellers to source qualified opportunities, run an effective sales process to drive value and accelerate the buying decision, develop and negotiate sales contracts and drive to closure.  Tools and data will be provided to support outbound sales development work for your territory; the expectation is that this role will receive inbound sales leads, marketing sourced leads as well as leads developed with territory partners. 

We want a collaborative and energetic individual that can contribute to the sales team, work in a dynamic environment and deliver messaging and product feedback back into the marketing and product organization.

Location: North East USA

Compensation: $250,000 - $330,000 OTE (50/50 split)

Job Responsibilities

• Drive new business sales into the largest enterprise accounts and national governments while managing your sales process from prospecting to close
• Conduct effective discovery calls with prospects
• Develop and leverage existing relationships with strategic partners and resellers to identify new account opportunity
• Develop and deliver dynamic and engaging presentations focused on business outcomes that align to the cybersecurity best practices
• Remote and also in person meetings and collaboration across the assigned territory
• Execute the full sales process leveraging the GTM technology stack, Salesforce.com, Zoom Info, Groove, LinkedIn Sales Navigator, etc.
• Build a weekly pipeline by identifying and qualifying opportunities within your territory.
• Proactively manage and respond to incoming sales leads and track results.
• Negotiate pricing and contractual terms to close sales as required.
• Build, maintain and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools’ data, as well as the competitive landscape.
• Some travel required to provide support for marketing activities and events.
• Maintain accurate and timely customer, pipeline, and forecast data.
• Utilize Salesforce and Clari to track all pertinent information related to the opportunity and account, and effectively manage your territory.
• Experience on RiskIQ, Recorded Future and Infobox a plus
  
  

Key Applicant Qualifications

• Experience selling into the Large Enterprise space 
• Minimum 10 years of proven excellence in selling technology solutions to enterprise and global organizations and running an effective sales management process.
• Experience preferred with Force Management Command of Message and Command of Sale (MEDDPIC) 
• Experience in the network/cyber security industry
• Proven history of over-achieving metrics related to pipeline generation and quota attainment
• Ability to influence key decision makers and to negotiate effectively based on value and time to close
• Fast learner, adept at understanding and articulating new technologies and corresponding value propositions on the fly
• Ability to identify economic drivers and articulate effects on customers’ business, and position our solutions to a technical audience
• An analytical approach to sales process, pipeline management and improving sales effectiveness
• Ability to multitask and manage multiple priorities effectively, collaborate internally to get things done and be accountable for your decisions
• Proficient using Salesforce.com and Google Suite to build sales presentations, proposals and contracts.
• Positive can-do attitude and tireless work ethic. Driven and self-sufficient and able to thrive and adapt to change in a very fast paced environment.
• Passionate about technology and a fast paced dynamic culture with broad responsibilities, focused on results, and creating great employee and customer relationships.

DomainTools is the global leader for Internet intelligence and the first place security practitioners go when they need to know. The world's most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain, website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time.

DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits.

DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.

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DomainTools is looking for an experienced Global Account Manager to help enable DomainTools customers to see the highest value from our data services. The ideal candidate will be a proven relationship builder with a deep passion and curiosity about technology and demands the highest level of customer support.

You will use your extensive experience and consultative selling skills to communicate our solutions to a highly technical audience at some of the largest companies in the world. You will be responsible for maintaining relationships with our customers to drive high retention rates and successfully position DomainTools as a critical element in their security architecture.

You will be responsible for managing accounts from initial onboarding through securing renewals while also having responsibility for expanding and growing bookings within your accounts.

We want a collaborative and energetic individual that will  drive superior customer engagement.  This role will contribute to the overall go-to-market (GTM) team, work in a dynamic environment and deliver messaging and product feedback back into the rest of the organization.

Location: Remote - US

Compensation: $100,000 - $130,000 OTE

The Global Account Manager role includes but is not limited to the following responsibilities:

• Manage the customer lifecycle including onboarding, adoption, consumption, and training for active contract customers once a formal hand off occurs from the Account Executive (AE) to ensure continued high retention rates.
• Become a trusted advisor, customer advocate, driving relationships with key customers and creating new champions within accounts.
• Drive expansion in your accounts, managing your sales process from prospecting to close including forecasting, opportunity qualification, and meeting quota targets associated with Upgrades, New Departments, and Lift within assigned Book of Business.
• Maintain consistent customer engagement throughout the year through quarterly business reviews (QBRs), product roadmap and feature release updates, and  product consumption updates.
• Complete renewals on-time for all active contracts within assigned Book of Business
• Independently conduct effective discovery calls with customers ideally leveraging Force Management Command of Message and Command of Sales (MEDDICC) customer engagement methodology.
• Collaborate with the Sales team and other stakeholders to ensure the existing customer base is receiving the value they expected from their scoped and designed solutions.  
• Build, maintain, and develop knowledge to become an expert on Cyber Threat Intelligence and DomainTools’ data, as well as the competitive landscape.
• Utilize Salesforce and Vitally the Customer Success Software, to maintain accurate and timely customer engagements, customer health, pipeline management, opportunity management, and forecasting data.  

Requirements 

• 3+ years experience in global multinational account management roles working with technology solutions
•  Direct account experience working with the largest global organizations (Global F100) and country governments.
• Direct experience with cybersecurity solutions, DNS specific experience preferred
• SaaS offerings experience, with a proven track record of success in both retention and expansion
• Ability to influence key decision makers and to negotiate effectively based on value and time to close
• An analytical approach to customer engagement, pipeline management, and improving overall customer success and support  
• Ability to multitask and manage multiple priorities effectively, collaborate internally to get things done and be accountable for your performance based on assigned goals.
• Be available to travel during the year to represent DomainTools at trade events and shows to help drive pipeline growth and increase DomainTools brand presence
• Meet or exceed role specific KPIs

DomainTools is the global leader for Internet intelligence and the first place security practitioners go when they need to know. The world's most advanced security teams use our solutions to identify external risks, investigate threats, and proactively protect their organizations in a constantly evolving threat landscape. DomainTools constantly monitors the Internet and brings together the most comprehensive and trusted domain, website and DNS data to provide immediate context and machine-learning driven risk analytics delivered in near real-time.

DomainTools offers a comprehensive benefits package to our employees that includes fully paid medical, dental and vision insurance premiums, a 401k retirement plan with company matching, basic life insurance, flexible PTO and additional well-being benefits.

DomainTools embraces diversity, equity, and inclusion to its fullest as an equal opportunity employer. We build our teams so creativity and innovation can flourish. We believe inclusivity and equity fosters innovation and growth; and we harness this mindset to drive a culture that serves our employees and our customers. We encourage people of all backgrounds, ages, perspectives, and skill sets to apply; and do not discriminate based on age, religion, color, national origin, gender, sexual orientation, gender identity, marital status, veteran status, disability, or any other characteristic protected by law.

See more jobs at DomainTools

Apply for this job