Cybersecurity Sales Specialist

Key responsibilities - Build and close security business, from the first conversation with a CISO's team through contract and expansion, working with the Account Executive who owns each relationship - Create security pipeline with the Account Executives in your industry, from their existing accounts and through outbound to security leaders, events and joint work with partners - Lead with the customer's problem: finding and fixing vulnerabilities, application security, security operations, and deploying AI agents securely - Partner with your Applied AI engineers on discovery, proofs of concept and architecture, and know when to bring them in - Guide customers through security reviews, verification for security use cases, and procurement - Teach the Account Executives in your business unit to spot and qualify security opportunities - Bring what you hear from security teams back to our product, safeguards and marketing teams ## Minimum qualifications - Experience selling or supporting the sale of cybersecurity products or services to enterprise customers - Deep experience in at least one security domain, such as application security, vulnerability management, security operations, cloud, data, identity or endpoint security - Ability to hold credible conversations with a CISO, an application security lead and a security engineer about how their work gets done - A consultative approach to selling: you understand the problem before you propose anything, and you're honest about what a product can't do - A commitment to making AI systems safe and beneficial ## Preferred qualifications - 5 or more years in sales or other customer-facing roles, including 3 or more years selling or supporting cybersecurity products or services for enterprise customers - Experience closing complex, multi-stakeholder enterprise deals where the security organization was the buyer or the deciding approver - Experience as a specialist alongside account teams while carrying your own number, and the ability to say exactly what you did to win the deal - Experience building pipeline where there's no playbook yet, through outbound and partners rather than inherited accounts - A record of leading through influence, not authority: Account Executives bring you into their accounts because you help them win - Experience selling security in one of the industries we cover, and an understanding of how security is bought and regulated there - Experience selling AI, developer or data platform products to technical buyers - Hands-on experience as a security practitioner or sales engineer before moving into sales The annual compensation range for this role is listed below. For sales roles, the range provided is the roles On Target Earnings ("OTE") range, meaning that the range includes both the sales commissions/sales bonuses target and annual base salary for the role.