Account Executive - Competitive Displacement
Account Executive - Competitive Displacement
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$ 90000 - 120000
1 Vacancy
Job Description
About SecurityScorecard:
SecurityScorecard is the global leader in cybersecurity ratings with over 12 million companies continuously rated operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by worldclass investors SecurityScorecards patented rating technology is used by over 25000 organizations for selfmonitoring thirdparty risk management board reporting and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint.
Headquartered in New York City our culture has been recognized by Inc Magazine as a Best Workplace by Crains NY as a Best Places to Work in NYC and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently SecurityScorecard was named to Fast Companys annual list of the Worlds Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing forwardthinking employers for their unwavering commitment to employee engagement. SecurityScorecard is proud to be funded by worldclass investors including Silver Lake Waterman Moodys Sequoia Capital GV and Riverwood Capital.
About the Role:
As a Competitive Displacement Account Executive on the Majors team your mission is to identify pursue and win accounts currently served by our direct competitors. You will focus exclusively on competitive takeouts in greenfield or underpenetrated marketsdisplacing incumbent vendors and positioning SecurityScorecard as the platform of record.
This role is ideal for a highperforming tenacious seller with a proven ability to unseat legacy providers and capture market share. You will report directly to the VP of Sales Major Accounts.
Key Responsibilities:
- Build and execute accountbased strategies targeting highpotential competitorheld accounts.
- Identify gaps in competitor offerings and articulate SecurityScorecards unique and differentiated value.
- Drive pipeline growth through aggressive outbound prospectingcold calls social selling tailored executive engagement.
- Deploy competitive plays and battlecards working crossfunctionally with product marketing and competitive intelligence.
- Influence senior stakeholders in security risk compliance and IT to shift loyalty from incumbents to SSC.
- Collaborate with Sales Engineering and Customer Success to ensure seamless postwin onboarding and customer success.
- Maintain a deep dynamic understanding of the competitive landscape product gaps pricing strategies and win/loss trends.
- Own the full sales cyclefrom initial contact to closewith urgency precision and a focus on netnew ARR.
- Regularly report on pipeline velocity competitive conversion metrics and forecast accuracy.
Key Attributes:
- Hunters Instinct: Relentlessly focused on turning competitor logos into SSC customers.
- CompetitorSavvy: Intimately familiar with the strategies weaknesses and gotomarket motions of key rivals.
- Strategic Executor: Able to build and run a targeted strategy while thriving in handson selling.
- Persuasive Challenger: Confident challenging the status quo and building urgency in statusquodriven environments.
- Resilient Closer: Persistent through long sales cycles and resistant to rejection or delay.
Qualifications:
- 5 years of enterprise SaaS sales with a strong record of competitive takeouts.
- 3 years in cybersecurity risk or a closely related space preferred.
- Proven success closing $250K$1M ARR deals in competitive complex sales environments.
- Expertise in MEDDPIC or a similar enterprise sales methodology.
- Executive presence with the ability to influence technical and business leaders alike.
- Proficiency in modern sales tools including Salesforce Zoom info Zoom Copilot Outreach and LinkedIn Sales Navigator.
Benefits:
We offer a comprehensive and competitive compensation package tailored to each country which includes base salary equity (stock options) health benefits unlimited paid time off (PTO) parental leave tuition reimbursement and more.
For this position the base salary range is $90000 to $120000 USD with the opportunity to earn substantial commission based on performance. Actual compensation will be determined based on a variety of factors including but not limited to location skills experience and qualifications and may fall outside the listed range. In addition to base and commission employees may be eligible for annual performancebased bonuses equity awards and other companysponsored benefits.
SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds skill sets ideas and perspectives. We make hiring decisions based on merit and do not discriminate based on race color religion national origin sex or gender (including pregnancy) gender identity or expression (including transgender status) sexual orientation age marital veteran disability status or any other protected category in accordance with applicable law.
We also consider qualified applicants regardless of criminal histories in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability please contact
Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Companys privacy policy and applicable law.
SecurityScorecard does not accept unsolicited resumes from employment agencies. Please note that we do not provide immigration sponsorship for this position. #LIDNI
Required Experience:
IC
Employment Type
Full Time
