Account Executive, Commercial

Account Executive, Commercial
Rapid7's Commercial Sales organization is seeking a strategic Account Executive to manage and expand a defined book of business. In this role, you will serve as a dedicated partner for our existing clients, helping them navigate the complex threat landscape and achieve a more secure digital future through our comprehensive portfolio.
As a quota-carrying farmer Account Executive, you will focus on strategic upsell opportunities, ensuring our customers derive maximum value from their partnership with Rapid7.
Work Environment: Rapid7 is a hybrid environment. The expectation is 3 days in-office, 2 days remote.
About the Team
Rapid7's Commercial Sales team is responsible for driving business at mid-market companies (up to 1,500 employees) across North America. We prioritize long-term partnership over transactional wins. We set you up for success with transparent leadership, 1-on-1 coaching, and a best-in-class enablement program focused on technical mastery of our product portfolio and sophisticated account management methodologies.
Our Tech Stack: ZoomInfo, LinkedIn Sales Navigator, Gong, Salesloft, and Salesforce.
About The Role
The primary objective of this role is to protect and grow revenue within an assigned territory of existing customers. You will move beyond the initial sale to become a trusted advisor, developing deep institutional knowledge of your clients' environments to identify gaps and introduce new solutions.
Key Responsibilities:

• Strategic Account Planning: Develop and execute comprehensive account plans and Mutual Action Plansto ensure client alignment and predictable expansion.
• Drive Expansion: Meet and exceed assigned quotas by identifying, qualifying, and closing upsell and cross-sell opportunities within your defined book of business.
• Relationship Orchestration: Build and maintain multi-threaded relationships across the C-suite, IT, and Security teams to ensure high adoption and advocacy.
• Technical Advisement: Serve as a cybersecurity industry expert, staying ahead of competitor offerings and evolving threats to proactively consult with your clients.
• Cross-Functional Collaboration: Partner with Sales Engineering, Customer Success, and Channel partners to ensure seamless implementations and healthy account lifecycles.
• Pipeline Hygiene: Accurately maintain daily activity, forecasting, and opportunity data within Salesforce to provide clear visibility into account health.
• Executive Business Reviews: Own and lead a consistent cadence of Executive Business Reviews with key stakeholders to report on ROI, visualize security maturity progress, and ensure continuous alignment between Rapid7's solutions and the client's evolving business objectives.

The Skills You'll Bring

• Experience: 3+ years of closing experience in a B2B environment, with a proven track record in SaaS or Cybersecurity sales.
• Account Management Mastery: Demonstrated success in managing a book of business, focusing on renewals and expanding account footprints through strategic whitespace analysis.
• Cybersecurity Acumen: A strong foundational understanding of the cybersecurity market, including vulnerability management, SIEM, and cloud security.
• Strategic Execution: Experience building Mutual Action Plans and navigating complex, multi-stakeholder deal cycles under pressure.
• Channel Synergy: A deep understanding of the channel ecosystem and how to leverage partners to drive mutual growth.
• Growth Mindset: An "Impact Together" mentality-prioritizing team progress and a "Never Done" attitude toward self-improvement and technical learning.

Travel: Ability to travel up to 25% for on-site client strategy sessions and industry events.
About Rapid7
At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what's possible and drive extraordinary impact. We're building a dynamic and collaborative workplace where new ideas are welcome.
Protecting 11,000+ customers against bad actors and threats means we're continuing to push the envelope just like we' ve been doing for the past 20 years. If you 're ready to solve some of the toughest challenges in cybersecurity, we're ready to help you take command of your career. Join us.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.