Job Description
Commercial Account Executive
We are hiring a Commercial Account Executive to drive net-new business acquisition while simultaneously managing and expanding existing client relationships through renewals and upsell/cross-sell at Hyperproof. This role involves working with prospects from initial interest through contracting and implementation, and nurturing client growth post-sale.
WHO YOU ARE
You have a passion for winning new business and building customer relationships. You inspire others around you, work well across departments, and collaborate with team members of varied experiences. You are eager to make an impact at a growing startup.
In addition, you thrive in enigmatic situations and can construct a logical path forward without material oversight. You’re a constant learner, you’re curious and creative, and you enjoy problem-solving, whether that is tactics to increase deal velocity or strategies for clients to help them achieve their business goals.
WHAT WE ARE LOOKING FOR YOU TO DO
- Source pipeline by leveraging your network (CISO, CIO, Engineering/Ops, Security Assurance, Compliance, Legal), as well as daily use of prospecting platforms Salesforce, Gong, ZoomInfo, Linkedin Sales Nav, etc.
- Nurture, qualify and convert leads from the ADR, Marketing, and Partner teams.
- Proactively manage a portfolio of existing clients to drive high renewal rates and long-term customer satisfaction.
- Identify and close expansion opportunities (upsells and cross-sells) within existing accounts by aligning closely with customer success team members and conducting regular business reviews to match Hyperproof’s solutions with evolving client needs.
- Perform deep discovery to learn business goals, identify process gaps, and uncover challenges that will unlock value for your clients.
- Challenge prospects based on your industry knowledge and information gathered from key stakeholders, including infosec, compliance and legal professionals.
- Synthesize findings into clear, concise value propositions for executives to easily understand the ROI and time-to-value of implementing our solutions.
- Demonstrate verbally, in writing and through live product demos, how customers can capture value and envision their future with Hyperproof’s technologies.
- Exceed quarterly and annual revenue goals, and provide accurate forecasts for each respective period by clearly quantifying opportunity size and likelihood in Salesforce.
- Build and manage joint action plans so you, your clients, and Hyperproof’s leadership team are well aligned on mutual outcomes, expected deliverables and timelines.
WHAT YOU’LL BRING
- 3-5 years selling B2B SaaS, consistently exceeding annual sales quotas.
- Customer obsession – history of going above and beyond expectations, building tight relationships with your customers and above all acting with integrity and transparency to represent Hyperproof.
- Executive presence – clear demonstration of business acumen, with a high degree of comfort presenting to and challenging C Suite executives. Every interaction with you is an exchange of value, an opportunity to learn and to share what you’ve learned.
- Passion – through a variety of sources you stay at the forefront of cloud technologies and always search for ways to improve, challenge the status quo and change the world.
- Quick Learner – you have a general knowledge of the IT industry, with the capacity to learn and retain relevant information pertaining to cybersecurity threats, regulatory updates, evolving risks, emerging technologies and Hyperproof’s competitive landscape.
- Competitive – you’re a proven winner across domains and have the drive and energy to outwork and outmaneuver your competitors. You rarely lose, but when you do it motivates you to learn why and build strategies to avoid losing in the future.
- Strong leadership and organizational skills – someone who naturally takes charge of meetings and drives issues to closure. You command resources internally and externally, ensuring projects are successfully completed on time and they exceed expectations.
- Excellent communication skills – ability to build alignment and clarity across both technical and non-technical audiences, and during contract negotiations you can work with procurement and legal teams to understand and clearly convey contract terms.
WE WOULD LOVE TO HAVE
- Experience in governance, risk, compliance or cybersecurity industries
- Advanced business degree (MBA) or compliance/infosec certification
- Experience within a high-growth technology company
WHATS OUR TECH
- Salesforce
- Hubspot
- Zoom
- Highspot
- Gong
- ZoomInfo
- 6Sense
- LinkedIn Sales Nav
- Chilipiper
- Teams
- Slack
LOCATION
- We are a fully remote company! Rather than restrict ourselves to only finding talent in one city, we’d rather find the absolute best people regardless of where they live.
C ANDIDATE EXPERIENCE
- We value your time and want you to know what to expect from us. For this interview, we expect to ask you to participate in 6 interviews and expect this to be completed in 6 hours.
WHERE YOU’LL GO
- Hyperproof also loves to see an internal transfer. If a linear career path is not what you’re looking for, you can work with your manager and our people team to explore lateral moves to other parts of the organization as you continue to grow with us.
WHAT WE OFFER
- Base salary, variable and equity compensation
- Unlimited PTO: strongly encourage to unplug and recharge
- 401K which vests immediately, complete with 4% company match
- $500 home office stipend Choose your tech - PC or Mac laptop
- Slack channel notifications turn off after 5 pm based on your time zone ● Annual company in-person events
- Health & Wellness: coverage for medical, dental, and vision - employee and dependents
- Charitable Contribution Match
The full compensation package is based on candidate experience and certifications.
Remote USA
$120,000—$130,000 USD
WHERE YOU’LL GO
- Hyperproof also loves to see an internal transfer. If a linear career path is not what you’re looking for, you can work with your manager and our people team to explore lateral moves to other parts of the organization as you continue to grow with us.
WHAT WE OFFER TO OUR EMPLOYEES
Please note: Benefits listed below are for employees in the United States; contractor roles or international positions may differ
- Annual compensation reviews + equity
- Unlimited PTO: strongly encouraged to unplug and recharge
- Health: coverage for medical, dental, and vision - employee and dependents
- 401K, which vests immediately, complete with a 4% company match
- 12 weeks of Parental leave and 1 year free diapers and wipes with Honest
- Annual company in-person events and quarterly in-person connects
- $500 home office stipend - at the time of hire. Any additional home office needs are requested as needed.
- $100 quarterly paid wellness stipend
- Pet insurance discount
- Slack channel notifications turn off after 5 pm based on your time zone
- Two Hypercharge weeks of rest where we close company-wide (July & Dec)
It’s an exciting time to be at Hyperproof — we recently raised $40 million in our Series B financing, further cementing Hyperproof as the emerging leader in the risk and compliance management space.
At Hyperproof’s core are our passionate team members who focus on user experience, beautiful design, and evangelize a positive social impact of our cloud based platform. We help organizations streamline their risk and compliance workflows so our customers can spend more time strategically managing programs and less time wrangling spreadsheets.
We are disrupting the governance, risk, and compliance software space with our innovative platform by helping traditionally unsung heroes (compliance professionals) do the right things so the wrong things don’t happen.
Learn more about the @hyperproof culture and how it all started.
A NOTE ABOUT OUR INTERVIEW PROCESS
We’re committed to creating a fair, respectful, and secure hiring experience for everyone. As part of that commitment, we use standard verification steps throughout our interview process.
Here’s what that means for you:
- We may conduct routine verification checks during the hiring process.
- You might be asked additional questions to better understand your experience and background.
- For video interviews, we ask that candidates be on camera without filters or visual modifications.
These steps are applied consistently for all candidates and are designed to ensure an equitable experience for everyone.
EQUAL OPPORTUNITY EMPLOYER
Hyperproof is committed to a diverse and inclusive workplace — it’s one of our core values! Hyperproof is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
Our company is dedicated to building a diverse, inclusive, and authentic workplace. If you’re excited about this role, but your experience doesn’t perfectly fit every qualification, we encourage you to apply anyway. You may be just the right person for this role or others.
To ensure a smooth interview process, all candidates will be required to provide a valid phone number that is not a VOIP (Voice Over Internet Protocol) number. This helps us maintain clear and reliable communication throughout your interview experience.
