Overview
We are seeking a Senior Enterprise Account Executive (SR EAE) to drive enterprise growth across North America for our cryptographic security portfolio, including Hardware Security Modules (HSMs), Key Management Systems (KMS), Public Key Infrastructure (PKI), and data protection services. —delivered on-premises, hybrid, and cloud-native.
This role is designed for a high-caliber individual enterprise contributor with strong technical fluency, a proven track record of selling mission-critical infrastructure into large organizations. You must have the ability to operate credibly with C-suite, security architects, and platform engineering teams alike.
You will own strategic accounts, drive complex deal cycles, maintain a high-value personal pipeline, drive complex deal cycles, and help shape go-to-market strategy as we scale.
Key Responsibilities
Enterprise Revenue Ownership
- Own and grow a personal multi-million-dollar enterprise pipeline across North America.
- Drive net-new logo acquisition and strategic expansion within existing enterprise accounts.
- Navigate complex, multi-stakeholder sales cycles involving security, infrastructure, cloud, legal, compliance, and procurement teams.
Technical & Solution-Led Selling
- Position HSMs, key management, PKI, and data protection solutions across:
- On-premises data centers
- Public cloud (AWS, Azure, GCP)
- Hybrid and regulated environments
- Translate cryptographic, security, and compliance requirements into business value for enterprise buyers.
- Partner closely with Sales Engineering, Product, and Architecture teams to deliver technically sound solutions.
Executive & Security Buyer Engagement
- Build trusted relationships with:
- CISOs, CIOs, CTOs
- Heads of Security, Infrastructure, and Cloud Platforms
- Risk, Compliance, and Payments teams
- Confidently lead discussions around:
- Encryption and key custody models
- Cloud security architectures
- Compliance frameworks (PCI DSS, FIPS, ISO, SOC, regional regulatory requirements)
Channel & Ecosystem Collaboration
- Work effectively with:
- Cloud providers
- Technology partners
- System integrators and resellers (where applicable)
- Influence joint go-to-market motions and enterprise solution positioning.
Forecasting & Operational Rigor
- Maintain expert-level pipeline hygiene and accurate forecasting.
- Provide leadership with market feedback, competitive insights, and customer-driven product input.
- Operate with discipline in CRM, deal reviews, and executive reporting.
Requirements
Required Experience & Qualifications -
Enterprise Sales Expertise
- 8–12+ years of enterprise technology sales experience, with at least:
- 5+ years selling complex infrastructure, security, or platform software
- Proven track record of closing large, complex enterprise deals ($1M – $5M+).
- Experience selling into regulated or security-sensitive environments (financial services, payments, cloud, SaaS, government, or critical infrastructure).
Technical Aptitude
- Strong working knowledge of:
- Cryptography, encryption, and key management concepts.
- Cloud and hybrid architectures
- APIs, integration patterns, and platform services
- Ability to earn credibility with technical buyers without being a hands-on engineer.
- Comfortable leading whiteboard discussions and architecture-level conversations.
Communication & Presence
- Executive-level communication skills—clear, confident, and technically grounded.
- Ability to articulate complex security topics in business terms.
- Strong written and verbal presentation skills.
Preferred Background -
- Experience selling:
- HSMs, KMS, PKI, or data protection platforms
- Cloud security, identity, or infrastructure software
- Prior roles at high-growth technology companies or established enterprise vendors
- Familiarity with payments, fintech, SaaS, cloud platforms, or regulated industries
What Success Looks Like -
- Consistently exceeds revenue targets across enterprise accounts
- Becomes a trusted advisor to customers and internal stakeholders
- Helps shape enterprise go-to-market strategy and product positioning
- Builds long-term customer relationships that drive expansion and renewals
Why Join Us -
- Mission-critical technology at the core of modern security and cloud infrastructure
- Opportunity to sell deep, differentiated cryptographic platforms—not commodity software
- Direct impact on enterprise adoption, market strategy, and company growth
- Collaborative, technically sophisticated culture with executive visibility
Benefits
- Health, dental, vision, life, and short/long-term disability insurance
- Paid vacation, holidays, and sick leave
- Competitive compensation and opportunities for advancement
- Retirement plan with employer contribution match
- Welcoming, family-style corporate culture uniquely suited to fast-paced, entrepreneurial, and motivated individuals
- One of San Antonio’s “Best Places to Work” for nine consecutive years