Enterprise Account Executive - East Coast
At a glance
Mid-level Account Executive role at Opal Security. Remote, USA · full-time · $250,000–$350,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build and run sales plans that deliver against your assigned quota
- Take opportunities from outreach and qualification through POV management and close
- Work with CSM and SE partners to create customer value, find expansions, and support renewals
- Track access-management developments and competitors, then share learnings with the GTM team
- Represent customer needs internally while keeping sales-system records accurate and current
What you bring
- Bring eight-plus years in quota-carrying field sales within a fast-moving, competitive market
- Show repeated success winning new logos and achieving or surpassing quotas
- Sell complex enterprise software, with security or infrastructure management experience preferred
- Communicate credibly with executives, listen well, and sell to C-suite leaders
- Demonstrate startup experience as a curious, driven self-starter
Who this fits
You'll suit a driven enterprise seller who is comfortable with complex deals, executive buyers, and startup pace. The role is remote, while visits to Opal's San Francisco office are welcomed and encouraged. Opal values lifelong learners and people who contribute distinctive experiences.
From the employer
Description
At Opal, we’re building modern identity governance for the AI era—intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.
Your responsibilities
Define and execute sales strategies to meet and exceed assigned quota
Manage the full sales cycle through prospecting, qualifying, managing POVs, and closing opportunities
Partner with your CSM and SE counterparts to build strong partnerships, deliver continuous value, identity upsell opportunities, and ensure timely renewals for our customers
Acquire and maintain knowledge of the access management industry and emerging competitive landscape
Collaborate with the GTM team on sales best practices, key learnings of the industry and trends, and iterations of messaging and sales assets for pipeline generation and management
Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization
Document your results and maintain accurate data across all sales systems
Our ideal candidate
8+ years of quota-carrying field sales experience in a fast-paced and competitive market
Consistent track record of landing net new logos
Strong track record of meeting and exceeding sales quotas
Experience selling complex enterprise software, security and infrastructure management preferred
Strong executive presence, listening skills, and experience selling into the C-suite
Curious and highly driven self-starter with start-up experience
Majority of the Opal team members work together in our San Francisco office but this role is remote. Visits to hang with the team in office will be welcome and encouraged :)
Research shows that candidates from underrepresented backgrounds rarely apply unless they meet all the job criteria. We aren’t looking for someone who ticks every single box on a page; we’re looking for lifelong learners and people who can make us better with their unique experiences. If you think you’d be a great fit, then please get in touch to tell us about yourself. Opal is an Equal Employment Opportunity Employer.
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