Public Sector Lead

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent centralized authorization empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence Delineas leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle across cloud and traditional infrastructure data SaaS applications and AI. It is the only platform that enables you to discover all identities including workforce IT administrator developers and machines assign appropriate access levels detect irregularities and respond to threats in real-time. With deployment in weeks not months 90% fewer resources to manage than the nearest competitor and a 99.995% uptime Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on LinkedIn X and YouTube.

Join our passionate global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership outstanding engineers and strategic investment from TPG. We value diversity innovation and a culture of respect and fairness. If youre ready to push boundaries and challenge the status quo in security we want to hear from you.

Apply today to help us achieve our mission.

About the Role

Were looking for a seasoned Enterprise Account Executive to own a portfolio of large strategic accounts and drive net-new and expansion revenue. A senior individual-contributor level youre expected to run full-cycle enterprise deals with minimal oversight navigate complex buying committees and act as a mentor to less experienced reps on the team and support the Regional Sales Director when required in leadership assignments. The role will require Practice Lead approach to the management of the industry vertical or accounts defined in your respective territory.

This position will be based in Canberra

What Youll Do

Own and grow a book of enterprise accounts (typically $1B revenue or equivalent strategic scale) managing the full sales cycle from prospecting through close

Build and execute account strategies and multi-threaded relationships across economic buyers technical evaluators and executive sponsors. Using Territory and Account planning methodologies to represent account engagement and account business planning.

Lead complex negotiations involving legal procurement and security review cycles

Consistently forecast accurately and manage a pipeline that supports quota attainment (typically $2.5M ARR annual quota calibrate to your org)

Partner cross-functionally with Solutions Engineering Customer Success Legal and Product to structure deals and remove blockers

Represent the voice of the customer internally influencing product roadmap and go-to-market strategy

Mentor and coach junior QCR on deal strategy objection handling and account planning

Maintain rigorous CRM hygiene and contribute to sales process improvements

What Were Looking For

10 years of enterprise (B2B) sales experience with a track record of consistently exceeding quota on deals with 6-12 month sales cycles

Demonstrated experience selling to VP/C-level stakeholders and managing multi-stakeholder multi-department deals.

A demonstratable proven track record of selling into Public Sector and Enterprise Accounts with established relationships in this Ecosystem. (Direct and Channel)

Strong command of a structured sales methodology (MEDDIC Command of the Message Salesforce Management etc.)

Experience navigating procurement legal and security review processes at large organizations

Excellent executive presence written and verbal communication skills that hold up in a boardroom

Operates with a high degree of autonomy; sets own account strategy with limited managerial input

Trusted to lead the most complex/highest-value deals in the territory

Viewed as a go-to resource by peers and cross-functional partners

Contributes to team-level process not just individual quota

Why work at Delinea

• Were passionate problem-solvers helping the worlds largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart self-motivated and collaborative.

• What we offer in return is meaningful work a culture of innovation and great career progression.

At Delinea our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen value different perspectives and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions and our process for hiring evaluating and promoting employees helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries a meaningful bonus program and excellent benefits including healthcare insurance as well as pension/retirement matching comprehensive life insurance an employee assistance program time off plans and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race color religion age sex national origin disability status genetics protected veteran status sexual orientation gender identity or expression or any other characteristic protected by federal state or local laws.

Upon conditional offer of employment candidates are required to complete comprehensive criminal background check verification of education and verification of employment per employment addition all publicly posted social media sites may be reviewed.