Mid-Market Account Manager (West)

Why runZero?
Fully remote
runZero is a 100% remote company! We don't actually have an office, so we won't ever ask you to "come in 3 days a week". Remote is great but we love team building and get together in person for kick-offs yearly.
Product-market fit
We're already selling a lot, with hundreds of paying customers from mid-market to very large enterprises and thousands of freemium users. Want to learn about how runZero works and how it helps our customers with their business ? Watch this podcast with our co-founder HD Moore (creator of Metasploit)!
High customer satisfaction
See what our users are saying about us here ! If you want to try runZero, get our 21-day trial and you'll know what you have on your home network in minutes.
Great benefits
For 2024, we're offering platinum-level medical, vision, dental, life and short-term disability virtually free for you and any dependents. We also match 4% of 401K contributions, and you have unlimited PTO.
Friendly and productive culture
We have a diverse team with people from all different walks of life, no crazy hours, and a productive atmosphere. More about our cultural values can be found here !
The Opportunity:
runZero is looking for a Mid-Market Account Managerto support and grow business within our rapidly growing customer base in the West. You will report to the Director of Sales and work cross-functionally across teams to drive high customer retention and uncover net new cases to drive net new expansion opportunities post-sale to achieve company ARR targets.
You will be responsible for meeting and exceeding your quota by identifying opportunities for growth within our customers' environments as well as driving the renewal management process while ensuring customer satisfaction and high retention rates. This is a unique opportunity for a closer with a self-starter mentality to grow business and help our customers' IT and Security Teams extract maximum value from runZero.
What You'll Do

• Demonstrate a deep understanding of runZero and articulate its value to both IT Security and IT/OT Network teams within your customer install base
• Demonstrate ability to position and advise to CISO and CIOs as an industry advisor; build and grow executive relationships
• Develop relationships high and wide within customer accounts to understand how runZero can help key stakeholders achieve corporate objectives
• Facilitate customer QBRs to gather feedback, educate and inform, drive executive alignment, and identify new revenue opportunities
• Identify opportunities and drive deals through full sales cycle to progress deal to closure
• Manage timely, smooth renewal process for customers at a high retention rate
• Navigate and close complex opportunities utilizing our value-selling framework and MEDDPPICC forecasting methodology
• Develop and close expansion business to consistently meet or exceed sales quotas
• Maintain accurate pipeline management in SFDC with highly proficient forecasting
• Build effective cross-team relationships with Account Executives, Solutions Engineering, Customer Success, Marketing, Engineering, and our Executive team to successfully team sell, share customer feedback, and ensure strategic alignment
• Develop and grow relationships with strategic VARs in region
• Be an excellent team player and mentor to your teammates inside and outside the department

Skills You Have

• 3+ years of selling cybersecurity software with a strong track record of exceeding quarterly and annual sales targets
• Experience building relationships and transacting with the channel
• Possess the technical competency to understand runZero's software and build strong relationships with highly technical customers
• Ability to partner cross-functionally to ensure a collaborative customer engagement approach
• Excellent communication skills and comfortable creating effective presentations
• Growth mindset - you are open to and thrive on coaching and mentoring
• Grit - experience working and winning in an early stage start-up environment without all of the resources and headcount available at much larger organizations
• Hunter mentality - experience successfully hunting, identifying new opportunities and growing revenue within a customer base
• Experience utilizing a value-selling framework such as MEDDPICC throughout sales process
• Proficient with a standard SaaS seller's tech stack (SFDC, SalesNav, Gmail etc.)
• Start-up experience is preferred

Salary range: runZero values transparency in the hiring process. According to our market data, we're expecting this role to come in around $150k OTE, plus stock options. We know that the talent market is always in flux, so please let us know if you believe we have advertised this role at the wrong salary band
Benefits
We offer an extensive set of benefits including:

• Top of the line medical, dental, vision, life and disability coverages with runZero paying for 99% of the premium
• A stock option plan consistent with early stage, rapidly-growing startups
• A competitive salary composed of cash and equity compensation
• A flexible vacation policy
• 401(k) matching program

Applications
runZero positions are currently restricted to the United States. International applications will not be considered.
runZero is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, marital status, ancestry, nationality or any other basis covered by applicable law.
We encourage under-represented applicants to apply, even if you don't think you fit 100% of the criteria (nobody ever does)!