Aimed at mid-level enterprise sellers with 8-12 years in cybersecurity or SaaS who thrive in complex, consultative sales cycles and can engage C-level executives.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Defy Security via Ashby
Defy Security is a fast-growing cybersecurity company helping enterprises nationwide reduce complexity and make smarter security decisions. We bring deep technical expertise and a vendor-neutral approach to ensure our customers get the right solutions — every time. Our culture, certified as a Great Place to Work®, values teamwork, innovation, and people who take initiative. If you’re looking for a place where you can grow and make a meaningful impact, we’d love to meet you.
Defy Security is seeking a proven Enterprise Account Executive to drive strategic growth across large enterprise clients. This is not a transactional sales role — it’s an opportunity to partner with C-level leaders to help them transform how they manage cyber risk. You’ll work with leading security technologies, build executive relationships, and deliver measurable business outcomes for some of the world’s most recognized brands.
Our ideal candidate is an experienced enterprise seller who thrives in complex, consultative sales cycles and understands how to align cybersecurity initiatives with enterprise business priorities like digital transformation, compliance, and cost efficiency. If you’re a trusted advisor who can navigate complexity, influence senior decision-makers, and drive outcomes across multiple stakeholders — we’d love to meet you.
WHAT YOU’LL DO
- Own the enterprise sales cycle — from prospecting and qualification to negotiation and close — across $1B+ revenue organizations.
- Engage directly with CISOs, CIOs, and CFOs to align cybersecurity investments to enterprise goals.
- Lead multi-stakeholder deals (6–12 months) in partnership with Solutions Architects, Services, and OEM channel partners.
- Drive platform adoption — move customers from point products to integrated cybersecurity architectures.
- Collaborate cross-functionally with Defy’s Services, Engineering, and Partner teams to deliver client success and measurable outcomes.
- Apply consultative methodologies (e.g., MEDDPICC, Challenger, Command of the Message) to position Defy’s value and differentiation.
- Consistently exceed quarterly and annual sales goals for bookings, revenue, and gross margin.
- Represent Defy with executive presence — leading presentations, proposals, and value discussions with boards and senior leaders.
WHO YOU ARE
- Enterprise seller with 8–12 years of quota-carrying experience (6+ for exceptional talent) in cybersecurity, SaaS, or complex technology solutions.
- Demonstrated track record of exceeding quota and closing 6–7 figure enterprise deals with Global 2000 or Fortune 500 clients.
- Skilled in consultative, value-based selling, framing cybersecurity as a business enabler (ROI, TCO, compliance, and risk reduction).
- Strong C-Suite engagement skills and the ability to multi-thread relationships across technical and business stakeholders.
- Experience working in or with Value-Added Resellers (VARs) and co-selling with OEM and channel partners.
- Thrives in a fast-growth, entrepreneurial environment where initiative and collaboration are valued.
BONUS POINTS FOR:
- Deep understanding of the cybersecurity ecosystem: network, data, cloud, IAM, endpoint, and threat prevention solutions.
- Experience leading platform consolidation or vendor rationalization initiatives.
- Ability to read and align to customer financials (10-Ks, board priorities, etc.).
WHO YOU’RE SELLING TO
You’ll engage enterprise customers across highly regulated and mission-critical industries such as financial services, healthcare, insurance, retail, and critical infrastructure, where cybersecurity is central to business continuity and trust.
WHY DEFY SECURITY
Defy Security is a nationally recognized cybersecurity Value-Added Reseller (VAR) that combines agility, deep expertise, and a client-first approach to help enterprises optimize their security investments. Customers choose Defy for our consultative partnership, vendor-agnostic expertise, and speed of execution — all backed by an award-winning culture recognized as a Great Place to Work®.
WE OFFER:
- Competitive base salary plus uncapped commissions
- Comprehensive benefits (medical, dental, vision, 401(k) with match, tuition assistance, unlimited PTO)
- Remote work flexibility and entrepreneurial autonomy
- A high-performance, inclusive culture that celebrates collaboration and results
EQUAL OPPORTUNITY COMMITMENT
Defy Security is an Equal Opportunity Employer committed to diversity, inclusion, and equity. We prohibit discrimination of any kind and provide equal employment opportunities to all applicants and employees regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We welcome applicants from all backgrounds who share our commitment to excellence and innovation.
Source: Defy Security careers (Ashby)