Global Account Director-West Coast

Overview:

Due to recent growth and strong demand across the US West region , we are seeking a highly motivated and results-driven Global Account Director to join our team operating with a “general manager” and “driver” mentality. The ideal candidate will be adept at driving revenue growth by acquiring new customers and partners in the region, executing renewals and expansions, and maintaining strong relationships with some of Team Cymru's largest customers.

Job Summary:

The Global Account Director will drive revenue growth by acquiring new customers and partners, executing renewals and expansions, and maintaining strong relationships with Team Cymru's largest customers.

We are looking for drivers, not passengers. To be successful in this role, we need people who say “why not” vs “that’s impossible.” Drivers will be given a great amount of freedom in designing their go-to-market strategy and implementation of tactics they will use to win. They will be supported by a world-class sales operations team, technology stack, and being part of an exciting build phase with a clear vision and strategy to execute.

The opportunity is large and untapped. It’s truly a greenfield opportunity that Team Cymru is making a concerted investment in tapping. You will be on the forefront of this effort. Additionally, you will work with the most prestigious organizations in the world, being a trusted partner, advisor, and advocate for our customers. Your goal will be to maintain and nurture these relationships to create long-term and fulfilling partnerships. The following highlights the key responsibilities and qualifications to succeed in this role.

Duties/Responsibilities:

New Business Development:

• Meet or exceed assigned sales quota by selling net new Recon, Scout, and Feeds deals to prospective customers.
• Identify and qualify new business opportunities, convert leads into opportunities, and manage the sales pipeline in Salesforce.
• Prospect into assigned territory to generate new opportunities.
• Qualify and convert Marketing Qualified Leads (MQLs) to sales opportunities.

Account Management:

• Execute renewals and upsell opportunities within existing commercial accounts to maximize revenue growth.
• Maintain ongoing communication with customers through Quarterly Business Reviews (QBRs), regular phone calls, emails, and in-person events to ensure customer satisfaction and retention.

Customer Onboarding and Enablement:

• Support customer onboarding and enablement processes to ensure successful adoption and usage of our products and services.
• Lead customer enablement initiatives, including onboarding, training sessions, and presentations on new use cases.

Salesforce Management:

• Record all sales activities and keep opportunity records up to date in Salesforce for accurate sales forecasting and reporting.
• Utilize and maintain the MEDDPICC framework in Salesforce for both new deals and existing customers to drive sales effectiveness and pipeline management.

Customer Analytics and Insights:

• Establish and maintain a customer analytics division in conjunction with CST to leverage statistics and data for understanding customer behavior and preferences.
• Analyze customer data to identify trends, opportunities, and areas for improvement, leveraging insights to inform sales strategies.

Collaboration with Marketing:

• Collaborate closely with the Marketing team to convert leads generated through marketing efforts into sales opportunities.
• Provide feedback to Marketing on lead quality and effectiveness of marketing campaigns to optimize lead generation efforts.

Required Skills/Abilities:

• Excellent verbal and written communication skills.
• Strong understanding of B2B sales processes and methodologies, particularly in SaaS or technology industries.
• Excellent negotiation and interpersonal skills.
• Analytical mindset with the ability to interpret data and make informed decisions.
• Ability to work independently and collaboratively in a fast-paced environment.
• Experience in customer success, account management, or sales enablement is a plus.
• Proficient with Salesforce and other sales tools.

Education and Experience:

• Bachelor's degree in Business Administration, Marketing, or related field.
• Proven track record of success in B2B sales, preferably in the SaaS or technology industry, particularly in the cyber threat intelligence sector.

Physical Requirements:

• Prolonged periods of sitting at a desk and working on a computer.
• Availability to travel as needed.

Location: Remote, United States-West Coast

Why Team Cymru?

At Team Cymru, we are leaders in the Cyber Threat Intelligence space, serving the largest, most prestigious organizations in the world. We work with the largest Government and Law Enforcement Agencies around the world, plus the largest Enterprise Organizations like Amazon, Microsoft, Cisco, Walmart, PWC, and Crowdstrike trust their security with Team Cymru’s data. The mission of Team Cymru is to save and improve human lives by delivering the most comprehensive threat intelligence available, anywhere.

Team Cymru offers a range of great benefits and perks for U.S. employees:

• We're a remote-first organization, so you can work from wherever you're comfortable.
• Enjoy 100% employer-funded health, dental, and vision benefits for yourself and your dependents.
• Take advantage of 4 weeks of Paid Parental Leave.
• Rest easy with life insurance coverage.
• Plan for the future with a 401(k) that includes employer matching.
• Earn rewards and bonuses for your hard work.
• Take a well-deserved break with a generous 28 days of vacation plus holidays.
• Wind down at the end of the year with a company break.
• Access the Employee Assistance Program 24/7.
• Stay fit with a Fitness Membership Stipend.
• Keep connected with a Telephone/Internet Service Fee Stipend.
• Invest in your professional growth with Career Development Training.

This job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee. Duties, responsibilities, and activities may change, or new ones may be assigned at any time with or without notice.

All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity, religion, national origin, disability, veteran status, age, marital status, pregnancy, genetic information, or other legally protected status.