Mid-Market Account Executive, Cyber Security Data Privacy -- PNW

📋 Description

• • Own the full-cycle revenue motion for DeleteMe’s Mid-Market segment across the Pacific Northwest (WA, OR, ID, MT, WY, ND, SD, NE). You will quarterback every deal from first touch to signed contract, averaging $150K+ ARR and multi-year commitments while protecting the personal data of thousands of employees at each customer.
• • Build and maintain a self-sourced pipeline of 3–4× quota coverage by blending inbound MQLs, outbound prospecting, channel partners, and customer referrals. You will leverage intent data, LinkedIn, and regional CISO communities to surface net-new logos in technology, financial services, healthcare, and public-sector verticals.
• • Run rigorous discovery using SPIN or Challenger to uncover the hidden cost of exposed employee PII—phishing pretext, deep-fake fraud, executive doxxing, and physical threats—then translate those pain points into a quantified business case anchored to risk reduction and compliance mandates such as GDPR, CCPA, NYDFS, and NIST 2.0.
• • Apply MEDDPICC (or equivalent) to inspect every opportunity weekly, forecast within 5 % accuracy, and disqualify deals early that lack a champion, budget, or compelling event. You will present deal reviews to Sales Leadership, Deal Desk, and Pre-Sales Engineering to pressure-test strategy and accelerate close dates.
• • Negotiate complex master service agreements, DPAs, and security addenda with Legal, Procurement, and C-Suite stakeholders. You will balance discounting guardrails, multi-year ramps, and co-terming to maximize both ARR and customer lifetime value while ensuring mutual success.
• • Orchestrate cross-functional resources—Solutions Engineers, Customer Success Managers, Privacy Analysts, and Executive Sponsors—to run tailored proof-of-value pilots, ROI models, and redacted privacy reports that demonstrate immediate reduction in employee digital footprints.
• • Drive post-sale expansion within the first 90 days by identifying additional business units, subsidiaries, and partner ecosystems that would benefit from DeleteMe’s enterprise-grade APIs and bulk-removal workflows, turning satisfied customers into multi-year growth engines.
• • Maintain pristine Salesforce hygiene: every contact, activity, MEDDICC field, and next step logged in real time so leadership can run data-driven 1:1s and board-level forecasting without surprises.
• • Represent DeleteMe at regional ISSA, IAPP, and ISC² events, delivering thought-leadership talks on “Human Attack Surface Reduction” and hosting executive roundtables that position you as the go-to privacy expert in the PNW.
• • Embrace a culture of continuous learning by attending weekly sales-skilling sessions, quarterly product roadmap deep dives, and monthly win/loss retros where we dissect what great looks like and iterate fast.