Senior Account Executive, Mid-Market (US - West)

Who We Are 

Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.

Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 400 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.

Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work. 

Description

We are seeking a Senior Account Executive to sell our Pentesting and Offensive Security services to our mid-market US customers. In this role, you’ll own the full sales cycle - from identifying and prospecting new accounts to building a strong pipeline, delivering impactful demos, and closing deals with mid-market US customers. Additionally, you’ll develop and execute upsell and cross-sell strategies within your customer portfolio, contributing directly to their success—and ours. You will work with a supportive team that will provide training and the opportunity for career advancement.

What You'll Do

• Manage the entire Sales Cycle in the assigned territory - Opportunity creation to close
• Research and analyze target accounts to identify key decision-makers and influencers
• Prospect, develop and close a rolling pipeline of opportunities
• Identify and develop upsell and cross-sell opportunities, expanding relationships within existing accounts
• Continuously refine and improve sales strategies and processes for greater efficiency and effectiveness
• Work closely with the account team, including Account Executives, Customer Success Managers, and Business Development Representatives, to ensure seamless execution of goals
• Prepare and deliver sales projections/forecasts to management
• Conduct impactful sales meetings with key accounts to showcase value, address challenges, and secure commitments

You Must Have

• 5+ years of success selling to technical customers within the technology space
• Should be California based
• Demonstrated expertise in selling SaaS solutions to CTOs, CISOs, and other Security Leaders
• Experience selling security products, with a solid understanding of web application security and related concepts 
• Familiarity with the challenges and priorities of modern security teams
• Consistent history of consistently exceeding sales goals and driving impactful outcomes
• Hands-on experience navigating complex technical sales cycles and managing multiple stakeholders
• Strong work ethic, a results-driven mindset, and a desire to exceed expectations
• Passion and experience selling through multiple channels
• Excellent written and oral communication 
• Highly self-motivated, proactive, and adaptable to a fast-paced, dynamic environment
• An ability to collaborate effectively with internal teams and external partners to close deals and build lasting relationships

Why You Should Join Us

• Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry 
• Work directly with experienced senior leaders with ongoing mentorship opportunities
• Earn competitive compensation and an attractive equity plan
• Save for the future with a 401(k) program (US) or pension (EU) 
• Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU)
• Leverage stipends for:
• Wellness
• Work-from-home equipment & wifi
• Learning & development
• Make the most of our flexible, generous paid time off and paid parental leave 

Pay Range Disclosure (For US openings only)

Cobalt is committed to fair and equitable compensation practices. The salary range for this role is ($154,400 - $200,000) OTE + equity + benefits. A candidate’s salary is determined by various factors including, but not limited to, relevant work experience, skills, and certifications.  The salary range may differ in other states and may be impacted by proximity to major metropolitan cities. 

Cobalt (the "Company") is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company's policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.

Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.