Account Executive

About the role

TrendAI™, the global AI security leader and enterprise business unit of Trend Micro, empowers organizations with full AI visibility and consolidated security that inspires confidence, drives innovation, and eliminates risk.

At TrendAI™, we're always seeking exceptional talent; people who want to collaborate with the best and push boundaries together. Here, your work goes beyond building a career. You will help protect what matters and play a vital role in shaping a safer, more trustworthy AI-powered future.

AI Fearlessly.

Position Summary

The General Markets Account Executive drives enterprise net new logo acquisition meeting specified ICP profiles by identifying opportunities through repeatable signals and playbooks, not volume alone, and by co-selling fluently with alliance, service, and channel partners.

This role combines enterprise sales discipline with deep vertical domain expertise: you will build relationships with C-level security, infrastructure, and business stakeholders, navigate complex procurement environments, and qualify pipeline in and out with equal discipline to protect velocity.

You will be the primary commercial owner of net new customers in your assigned account list, operating with AI-native tools as a daily part of how you research, prioritize, and execute not only selling security enhanced by AI, but selling with AI. You will employ MEDDPICC methodology to manage your pipeline, forecasts, and deals.

Work Location: This is a hybrid role based out of our Las Colinas, TX office and requires in-office presence three days a week (Tuesday, Wednesday, Thursday).

What You'll Do

• Identify, qualify, and close net new customers within the specified account list and ICP.
• Identify opportunities through repeatable signals and playbooks rather than broad-based outbound volume
• Build and maintain executive relationships with CISOs, security leaders, CTOs, and business decision-makers
• Co-sell and orchestrate joint account plans across alliance, service, and channel partners simultaneously, providing technical credibility and competitive differentiation
• Lead discovery calls using MEDDPICC qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Pain, Identified Need, Champion, Competition)
• Position TrendAI's business value against ICP-specific business, operational, and regulatory challenges
• Collaborate with a Technical Lead on technical scoping and early-stage demonstrations
• Manage the full sales cycle from prospecting through close
• Maintain disciplined sales activity tracking and pipeline management; activity data is monitored and reviewed regularly for coaching
• Qualify out poor-fit opportunities early and decisively to protect pipeline quality and capacity for winnable deals
• Document expansion roadmaps and economic buyer maps before deals close
• Achieve quarterly and annual new customer targets while maintaining deal quality standards
• Leverage AI-native tools daily for account research, personalization, meeting preparation, forecasting, and follow-up to increase sales velocity and outcomes, not only prospecting efficiency
• Provide market, competitive, and signal intelligence to inform playbooks and strategy

Required

• 3+ years of enterprise technical software sales experience
• Proven fluency co-selling across alliance, service, and channel partners, including navigating multi-partner dynamics on the same deal
• Track record closing enterprise deals via partners and with complex procurement
• Experience identifying opportunities through buying signals and repeatable playbooks, not volume-based prospecting alone
• Proficiency with MEDDPICC sales methodology and the discipline to qualify out low-probability opportunities, not only qualify in
• Strong knowledge of security landscape and regulatory requirements
• Comfortable with CRM discipline, pipeline management, and forecast accuracy
• Demonstrated use of AI tools in day-to-day selling activity including research, prospecting, forecasting, and follow-up to increase velocity and outcomes, and willingness to commit to activity monitoring and coaching
• Willingness to travel 30-40%

Preferred

• Experience selling AI security, cloud security, or infrastructure security solutions
• Experience selling through established partner channels in cybersecurity
• Understanding of land-and-expand SaaS business models
• Familiarity with signal- or intent-based prospecting platforms (account intelligence, trigger-event monitoring) to support playbook-driven pipeline generation

What We Offer You

• You're important to us.
• What matters to you, matters to us too.
• TrendAI provides benefit options for you and your family.

• Comprehensive medical, dental and vision insurance
• Life insurance
• Short & Long Term Disability
• Pre-partum, maternity, parental and medical leave
• Mental Health Wellness Program
• Adoption Assistance
• Wellness Incentive
• Pet Insurance
• 401(k) with company match
• Paid Time Off
• 14 Annual Holidays
• Tuition Assistance
• Employee Resource Groups

We offer competitive compensation with bonus opportunity tied to company performance, along with room to enhance your skills through ongoing learning and broad technological opportunities. Achieving work-life balance is a priority, complemented by team activities, fostering an environment rooted in equity, inclusion, and collaboration, that is reflected in both our culture and our work.

This role is not eligible for employer-provided work visa sponsorship, now or in the future. Candidates must be legally authorized to work in the United States for this employer without sponsorship.

• Be Passionate.
• Be Innovative.
• Be a Trender.

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