Account Executive/Business Development Manager

HUMAN

Security helps organizations protect their digital businesses from bots and fraud. We’re looking for an Account Executive (a role often called Business Development Manager in other companies) who knows how to open doors, build relationships, and turn new opportunities into customers.

This is a true hunting role. You’ll own a defined list of target accounts, with the flexibility to pursue additional opportunities outside that list. You’ll be responsible for generating your own pipeline and managing the sales process from first conversation through close.

We’re looking for someone who has a proven approach to prospecting, can navigate complex sales cycles, and knows how to connect our solutions to the problems customers are trying to solve.

What You’ll Do

• Develop and execute account strategies to identify, engage, and win new customers.
• Build your own pipeline through targeted outreach, networking, referrals, events, and channel partnerships.
• Own the full sales cycle, including prospecting, discovery, qualification, technical evaluation, negotiation, and close.
• Build relationships with decision-makers across marketing, digital, ecommerce, strategy, and technical teams.
• Develop a strong understanding of HUMAN’s products and translate their value into business outcomes that matter to prospective customers.
• Navigate complex buying groups, build compelling business cases, and know when to pursue an opportunity and when to walk away.
• Maintain an accurate pipeline and forecast, with clear next steps and an understanding of deal risks.
• Partner with marketing, product, technical teams, and channel partners to move opportunities forward.
• Adapt your approach when something isn’t working. We value persistence, but we also value good judgment.

Who You Are

• 5+ years of quota-carrying sales experience, with a strong track record of winning new business.
• A proven hunter who has personally sourced and closed new-logo opportunities rather than relying primarily on inbound leads or an existing book of business.
• Established relationships with decision-makers at enterprise brands and ecommerce companies, with a demonstrated ability to leverage those relationships to open doors and create new business opportunities.
• Experience selling consultative solutions with annual contract values of $75K+, multiple stakeholders, and complex sales cycles.
• A clear, repeatable approach to prospecting and account development, with results to back it up.
• Strong business acumen and the ability to connect technical solutions to customer priorities.
• Comfortable learning complex products and explaining their value without getting lost in technical jargon.
• Resilient, resourceful, and competitive, with the ability to adjust your approach when things don’t go according to plan.
• Able to speak confidently and specifically about your results, including quota attainment, pipeline generation, and your contribution to closed deals.
• Independent and accountable, but collaborative enough to bring in the right people at the right time.

Nice to Have

• Experience in cybersecurity, fraud prevention, marketing technology, ecommerce technology, or related enterprise solutions.
• Experience building a territory or selling into a new market.
• Familiarity with MEDDIC or a similar sales qualification methodology.