Strategic Account Executive (Southeast)

About Sgnl

SGNL delivers Continuous Identity—protecting cloud infrastructure, code, applications, and now AI agents through real-time, context-aware access decisions. We help organizations eliminate standing privileges, dynamically enforce access policies, and reduce the exposure windows that attackers exploit.

Our platform centralizes identity and security context from across your stack, enabling Zero Standing Privilege at enterprise scale. Trusted by Fortune 500 companies worldwide, SGNL makes Zero Trust an operational reality without adding friction or complexity.

About You

A qualified, Southeast-based Strategic Account Executive candidate will be responsible for handling the day to day communications and working relationships with our valued customers, as the primary point of contact and “go to” person between our companies. Keeping our customers informed, engaged and satisfied is your number #1 goal and responsibility. You will leverage your deep sales experience to maintain successful long-term client relations while also networking existing partner companies to generate greater business opportunities.   

You are always striving for improvements and possess a proactive mindset to anticipate client needs. Successful senior account executive candidates communicate clearly, directly and honestly with our customers. You never inflate our capabilities or diminish our potential impact. You set clear, measurable and realistic expectations while always employing the mindset to exceed them.

You possess proven enterprise identity and/or security sales experience and will understand our company's full gamut of products and services that will allow you to seamlessly communicate our solutions.

You believe and embody SGNL’s core values of Transparency, Respect, Bias for Action, Growth mindset, Long-term thinking, and Excellence. Your emotional intelligence and communication skills are of the highest pedigree as you have learned to overcome obstacles efficiently and tactfully. You love finding solutions, going above and beyond and treating every customer as a premier partner. 

Basic Qualifications

• Experience selling Identity and Access Management (IAM) products
• Familiarity with the core concepts of IAM, including Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Identity Governance and Administration (IGA)
• 8+ years experience in an account manager/executive role reporting directly to senior leadership
• 5+ years working with enterprise security products and services 
• Bachelor’s degree in business, marketing, CS/engineering, or related discipline
• Proven success in selling to F1000 CISOs & CIOs and other executives specifically in the cybersecurity or identity-first security space, and closing six and seven figure contracts
• Proven experience building sales pipelines in new markets
• Willingness to travel as needed to meet with clients, partners and prospects
• Advanced proficiency in Google Drive, Microsoft Office, and CRM software (i.e. Salesforce) to drive accurate territory management and forecasting
• Proven experience negotiating costs for products and services
• Ability to manage multiple opportunities and anticipate client needs
• Perform prospecting and networking activities such as cold calling and attending events
• Experience in sales operations and forecasting
• Develop new sales strategies by analyzing industry trends and data
• Prepare and present informative presentations to various stakeholders
• Advanced project management, team leadership, and interpersonal communication
• Ability to effectively analyze client business needs and present a detailed analysis 

Preferred Qualifications

• 10+ years experience in an account manager/executive role reporting directly to company leadership
• Understanding of Zero Trust Architecture: A solid understanding of Zero Trust principles, especially how they apply to identity-first security, will enable the candidate to speak directly to modern security trends
• Experience in Complex, Multi-Stakeholder Sales Cycles: The candidate should have significant experience navigating long, multi-step sales processes, where multiple departments (security, IT, compliance, legal) need to align on purchasing decisions.
• Familiarity with Cloud Security and SaaS Solutions: Experience with cloud environments (AWS, Azure, Google Cloud) and SaaS applications like Okta, Ping Identity, or Microsoft Azure AD
• An established network within the cybersecurity and IAM communities, including connections with CISOs, security architects, and other decision-makers
• Experience Participating in Industry Conferences and Events: Proven involvement in relevant industry conferences, webinars, or panels (e.g., Identiverse, Gartner IAM Summit, RSA Conference, Black Hat)
• SF Bay Area preferred

Responsibilities

• Develop a strong understanding of SGNL product offerings compared to the current offerings in the space
• Work with the Business Development team to generate new business leads and opportunities via inbound and outbound channels
• Gain deep understanding into each company’s identity-first security challenges and anticipate their needs in advance
• Create proposals outlining pricing models, implementation strategies, and other details pertaining to client projects
• Evaluate the sales process performance, identify potential bottlenecks, develop solutions
• Participate in brainstorming, office activities, staff meetings and client meetings, researching and assisting with program development for existing clients and new prospects
• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
• Coordinate internal and external resources to expedite workflow
• Stay current with company offerings and industry trends

Additional Information

• Base salary range for this position: $150,000.00 - $250,000.00 per year*
• Eligible to participate in SGNL's Equity Incentive Plan

* Final offer will be at the company's sole discretion and determined by multiple factors, including years and depth of relevant experience and expertise, location, and other business considerations.

SGNL is excited to offer full-time employees the following, growing list of benefits:

• Health benefits (medical, dental, and vision)
• Paid Time Off
• Paid Sick Leave
• Latest Apple equipment (as of your joining date)
• Customizable home office package, including external monitor, desk, office supplies
• Amazon Kindle and books covered by SGNL
• Professional development programs (Both inside and outside of SGNL)

SGNL reserves the right to amend or modify for any reasons in accordance with applicable law.

Does this all sound exciting to you?  Apply!  Even if you don't meet 100% of the qualifications above, we encourage you to still apply because we know that the confidence gap and feeling like an imposter can stop truly amazing candidates and we want to speak with you.  We’re excited to review your application and do not require a cover letter (unless you want to submit one).  

Not located where the job is posted?  Still apply!  Our HQ is located in Palo Alto, CA but our people don’t have to be since we’re remote, hybrid, or in-person friendly.  We offer a competitive salary, an employee equity plan, 3 weeks of PTO (with an additional week for each year of service), and health coverage.

SGNL is committed to a diverse and inclusive workforce.  We want to celebrate what you bring to our team and know we can always get better.   SGNL is an equal opportunity employer and does not discriminate on the basis of race, ethnicity, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.  We are also committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accommodation@sgnl.ai or discuss with your recruiter if you require any reasonable accommodations throughout the recruiting process.

Quick video introducing our product

Want to see what all the hype is about? Check out this quick preview of the SGNL system and our approach to modern privileged identity management.