Enterprise Account Executive

The Role

As an Account Executive, you'll be responsible for driving revenue growth through both new customer acquisition and strategic account expansion.

You'll own the sales process from initial engagement through close, while also building relationships with existing customers to identify new opportunities across business units, stakeholders, and platform capabilities.

You'll work with CISOs, security leaders, GRC professionals, and executive decision-makers to understand their business priorities and demonstrate how Whistic can help them modernize their risk operations.

Success in this role requires a combination of technical curiosity, consultative selling expertise, strategic account planning, and the drive to consistently deliver results.

What You'll Do

Drive New Business Growth

• Own the full sales cycle, from prospecting and discovery through demonstrations, proposals, negotiations, and close.
• Build and manage a healthy pipeline through inbound opportunities, strategic partner referrals, and proactive outbound prospecting.
• Engage security, GRC, compliance, and executive stakeholders to understand their challenges and develop compelling business cases.
• Navigate complex, multi-stakeholder buying processes, including security evaluations, procurement, and legal negotiations.
• Develop and execute account strategies that create opportunities and accelerate deal progression.

Grow Strategic Customer Relationships

• Build trusted relationships with existing customers, including executive sponsors and key decision-makers.
• Identify and pursue expansion opportunities through additional use cases, platform capabilities, and business units.
• Develop strategic account plans that align Whistic's capabilities with customers' evolving priorities.
• Collaborate with Customer Success to understand customer objectives, identify growth opportunities, and support long-term account success.
• Lead commercial conversations for upsell, cross-sell, and expansion opportunities.

Sell Value and Deliver Results

• Lead consultative discovery that connects customer challenges to measurable business outcomes.
• Deliver compelling product demonstrations and presentations tailored to technical practitioners and executive audiences.
• Articulate Whistic's value in operational efficiency, risk reduction, compliance readiness, and business agility.
• Maintain accurate pipeline visibility, forecasting, and CRM discipline.
• Consistently meet or exceed revenue targets through disciplined execution and thoughtful account management.

Help Shape How We Grow

• Partner with Sales Engineering, Marketing, Partnerships, Customer Success, and Product to deliver an exceptional customer experience.
• Share customer feedback, competitive insights, and market trends to help improve our products and go-to-market strategy.
• Stay current on cybersecurity, TPRM, GRC, regulatory trends, and emerging AI technologies.
• Leverage AI and modern sales tools to improve productivity, uncover insights, and create better customer experiences.

What Success Looks Like

We're looking for someone who combines the commercial instincts of a top-performing salesperson with the technical curiosity and strategic thinking needed to succeed in cybersecurity and GRC.

You bring

• A proven track record of success. You've consistently delivered results in a quota-carrying B2B SaaS sales role, with demonstrated success in new business acquisition and account growth.
• Cybersecurity and GRC expertise. You understand the challenges facing security, risk, and compliance teams and can confidently engage buyers in these functions.
• A consultative selling approach. You're skilled at uncovering business challenges, asking thoughtful questions, and connecting technology investments to meaningful outcomes.
• A strategic mindset. You know how to map accounts, develop executive relationships, identify whitespace, and create opportunities for long-term growth.
• Strong deal execution. You can navigate complex sales cycles, align multiple stakeholders, manage objections, and move opportunities toward a decision.
• An ownership mentality. You're proactive, accountable, adaptable, and comfortable taking initiative without waiting for direction.
• Technical curiosity. You enjoy learning about emerging technologies and can translate complex solutions into clear, compelling business value.
• A collaborative approach. You're competitive about results but recognize that the best outcomes come from working effectively across teams.

What You'll Need

• 5+ years of B2B SaaS sales experience, including ownership of complex new business opportunities.
• Experience selling cybersecurity, GRC, TPRM, compliance, or related enterprise technology solutions.
• Demonstrated success achieving or exceeding sales quotas.
• Experience managing and expanding strategic customer accounts through upsell and cross-sell opportunities.
• Experience selling to CISOs, security leaders, risk executives, compliance teams, or other technical and business stakeholders.
• Familiarity with structured sales methodologies such as MEDDPICC, MEDDICC, or similar frameworks.
• Experience developing pipeline through a combination of outbound prospecting, inbound opportunities, and partner relationships.
• Proficiency with CRM platforms and modern sales technology.

Additional information

We recognize that great talent comes from different backgrounds. If you bring strong sales performance, relevant technical expertise, and the drive to make an impact, we encourage you to apply even if you don't meet every qualification.

Benefits

• Stock options
• Medical, dental, and vision insurance
• Company paid life insurance
• Internet and wellness stipend
• Mental health benefit
• Paid parental leave
• 18 Paid Holidays
• 15 Days PTO (All available your 1st day) + 2 additional days each year of employment!
• 3 Whistic DNA Days - Company-paid "Family Day", "Self Day", & "Community Day"
• Whistic Fridays- Work ends at 3:00 PM every Friday
• A world-class culture and employee experience!

Whistic's DEIB Commitment: Whistic is a place where you can be you.

It's impossible to separate what you do from who you are, and we don't want you to. In fact, we want just the opposite. When Whisticians share the richness of their experiences, personal connections are deepened, new levels of collaboration are unleashed, and our product innovation accelerates. We become unstoppable.

Whistic is committed to growing diversity, equity, inclusion, and belonging across three key dimensions:

• Workforce Representation: Hiring and retaining a diverse team
• Fairness: Equitable rewards, recognition, and opportunities based on merit
• Inclusive Culture: Fostering an inclusive culture where differences are celebrated