About Us

Signal Sciences empowers security and engineering teams by providing visible and effective web application security protecting against real-world attacks. With our unique hybrid on-premise and cloud architecture, we process, protect and report on billions of requests per day for some of the most sophisticated companies in the world ranging from Adobe to Vimeo, Taser to Under Armour. Our goal is making a more secure Web, with tools that people love to use, written by people who love to make them. Join Us.

ABOUT THE ROLE

The Account Executive, Midmarket is responsible for selling Signal Sciences’ web security product to companies with up to 3,000 employees. This is a full cycle inside sales role and requires building meaningful relationships with new and existing customers. Integrity, vision, and passion are essential for this role and candidates should have strong technical knowledge.

Responsibilities Include:

• Appropriately and succinctly communicate brand identity and corporate position

• Identify decision makers within targeted accounts and reach out with relevant messaging

• Qualify prospects generated from a variety of sources (inbound, events, webinars, etc.)

• Present Signal Sciences’ solution via live web based demos

• Work closely with a Sales Engineer to guide prospective customers through demos and during their trial periods

• Develop a technical understanding of the Signal Sciences solution, the problems it solves for our customers, and where it fits in the broader security and DevOps landscape

• Building, maintaining and accurately forecasting a pipeline

• Where necessary, support marketing efforts such as trade shows, exhibits, and other events

• Overcome objections of prospective customers

• Emphasize product/service features and benefits, quote prices, discuss terms, and prepare sales order forms and/or reports

• Enter new prospect and customer information on sales cycle progress in Salesforce.com

Required:

• University or college degree in Computer Science, Marketing, or an acceptable combination of education and experience

• 3 to 5 years of direct work experience in a complex technical sales role, preferably SaaS. Bonus points for Security experience

• Solid experience in opportunity qualification, pre-call planning, call control, account development, forecasting, and time management

• Good technical skills and the ability to understand and handle basic technical questions

• Demonstrated ability to convert prospects and close deals while maintaining established sales quotas

• Success in qualifying and driving to a close in opportunities involving multiple key decision makers

• Strong problem identification and objection resolution skills

• Able to build and maintain lasting relationships with customers

• Exceptional verbal communication and presentation skills

• Excellent listening and written communication skills

• Ability to work individually and collaboratively as part of a team

• Ability to take and apply constructive criticism and coaching

• High level of integrity and work ethic

• Experience with using Salesforce.com or other CRM