Enterprise Account Executive

Panorays is dedicated to reducing supply chain cyber risk so companies worldwide can quickly and securely do business together. We provide a comprehensive third-party cybersecurity solution that creates a new business world where cybersecurity isn’t just a necessary cost of doing business, but an integral driver of growth. With Panorays, our customers’ defenses are constantly evolving with their risk landscape, enabling companies to confidently scale with a solution that grows as they do. 

• Results-Oriented & Strategic Closer – You’re driven by impact and know how to own complex sales cycles end-to-end, from discovery and value mapping to tailored demos and contract negotiation.
• Relationship-First Mindset – You build and nurture trust with senior stakeholders, turning conversations into long-term partnerships and growth opportunities.
• Business-Savvy & Value-Driven – You connect technical solutions to business outcomes, crafting ROI driven narratives that resonate with C-level executives.
• Technically Fluent Communicator – You’re comfortable discussing cybersecurity, GRC, and third-party risk — and translating those concepts across both technical and business audiences.
• Resilient & Startup-Ready – You thrive in a high-growth, fast-paced environment, bringing energy, grit, and ownership to everything you do.

We are looking for a talented, highly motivated Enterprise Account Executive who will be responsible for managing the full sales cycle with our prospects across the North East US & Canada region. We would expect the successful candidate to bring new ideas to the table to develop and refine our enterprise sales strategy, map out a sales organization and process, and close new deals within the assigned territory. This position will report directly to the Director of Sales.

• Own the full sales cycle, from identifying customers’ needs to delivering consultative-based, ROI-driven value proposition in the context of a SaaS solution.
• Construct, forecast, manage, and grow sales activity and pipeline to meet (and exceed) revenue targets and company goals.
• Develop strong, long-lasting relationships with Fortune 500 clients and their executives.
• Identify opportunities by expanding business through discovery conversations and developing an effective, robust consultative sales process.
• Possess a comprehensive understanding of Panoray’s solution and connect that knowledge directly to our customers’ needs.
• Proactively build and identify opportunity signals and generate expansion opportunities (up-sell, add-on, cross-sell, etc.).
• Act as a trusted advisor to the C–Suite and other senior executives.
• Develop account strategies by identifying the strongest use-case(s) to maximize the customers’ value from the Panorays solution.
• Work closely with customer success to close upsell opportunities with existing customers.

• 7+ years of experience working in a direct sales role at a B2B enterprise SaaS, particularly within the Cyber Security space.
• Familiarity with the industry’s certifications, regulatory requirements, compliances, and frameworks in Privacy, Third-Party Risk, or GRC.
• Exceptional relationship-building skills to establish trust and credibility with enterprise-level clients. Proven ability to nurture long-term relationships, navigate complex org structures, and build a strong network within your accounts. 
• A successful track record of selling solutions into Fortune 500 companies.
• A familiarity with prospecting new accounts and building a pipeline through your own outbound efforts.
• Strong expertise in delivering compelling product demonstrations that effectively communicate value propositions, features, and benefits. 
• Experience negotiating and navigating contracts and legal discussions.
• Experience using Salesforce, Outreach, Gong, and LinkedIn Sales Navigator.
• Self-starter, energetic, adaptable, inquisitive, and excited to work in a start-up environment and with a “can-do” attitude.
• Superior customer-facing and presentation skills with the ability to establish credibility with executives.