Cobalt - Enterprise Account Director
Requirements
• 5+ years of enterprise sales experience in SaaS or cybersecurity, with a proven new logo acquisition track record as the core of your background (required). • Demonstrated success sourcing your own pipeline through outbound prospecting, not just working inbound or inherited accounts. • A record of meeting or exceeding quota, with a majority of attainment from net-new business. • Experience closing complex, multi-stakeholder deals with $100K+ ACVs and 90-180 day sales cycles. • Experience selling to CISOs, AppSec leaders, or engineering buyers. • Ability to expand and renew within an install base while keeping new logo as your priority. • Residence within the territory (or willingness to be based there). • Nice to have: experience selling pentesting, AppSec, or compliance-driven security (SOC 2, PCI, HIPAA). • How You Work • How You Work • Curious, accountable, and collaborative. You adopt tools like automation, AI, and data insights to sell more effectively, and you take ownership of your number.
Responsibilities
• New logo acquisition (primary focus) • Build and run an outbound-led pipeline engine in your territory, combining targeted prospecting, executive outreach, events, and partner-sourced opportunities. • Research target accounts to identify triggers (compliance deadlines, audits, M&A, new product launches, security leadership changes) and map buying centers across security, product, IT, and engineering. • Multi-thread new accounts from first meeting to close, navigating procurement, legal, and security review in complex organizations. • Run discovery that ties pentesting to business drivers such as SOC 2, PCI, HIPAA, customer security questionnaires, and secure SDLC goals, then lead scoping conversations that convert to a first engagement. • Negotiate and close enterprise agreements, structuring initial credit commitments that create a path to expansion. • Meet prospects in person across the region (25% travel) to build trust and advance deals. • Expansion within the install base • Partner with Customer Success to identify expansion opportunities in existing accounts: additional assets, new business units, and larger credit commitments. • Drive renewals and upsell by connecting engagement results and finding trends to customer risk priorities. • Across the territory • Build and execute territory and account plans that prioritize regulated industries (e.g., financial services, healthcare, and insurance), as well as manufacturing and SaaS. • Collaborate with Solutions Architects, Customer Success, and Channel Partners to create value at every stage of the customer lifecycle. • Forecast accurately and maintain rigorous pipeline hygiene in Salesforce.
Benefits
• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry • Work directly with experienced senior leaders with ongoing mentorship opportunities • Earn competitive compensation and an attractive equity plan • Save for the future with a 401(k) program (US) or pension (EU) • Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU) • Leverage stipends for: • Work-from-home equipment & wifi • Learning & development • Make the most of our flexible, generous paid time off and paid parental leave • Pay Range Disclosure (For US openings only) • Cobalt is committed to fair and equitable compensation practices. On-target earnings (OTE) of $250,000 to $300,000 USD, split 50/50 between base salary ($125,000 to $150,000 USD) and variable commission ($125,000 to $150,000 USD). Commission is uncapped, with accelerators on new logo, plus equity. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications. The salary range may differ in other states and may be impacted by proximity to major metropolitan cities.
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