Account Director, Cyber

Compensation

The base pay offered is $200K, with equity, performance-related bonuses, and benefits including:

• Medical, dental, and vision insurance for you and your family
• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses
• 401(k) retirement plan with employer match
• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents)
• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees
• 13+ paid company holidays
• Mental health and wellness support
• Employer-paid basic life and disability coverage
• Annual learning and development stipend
• Daily meals in offices and meal delivery credits
• Relocation support for eligible employees

About the team

The Go To Market (GTM) team helps customers understand and deploy AI products across their businesses.

About the role

As an Account Director, Large Enterprise , Cybersecurity, you'll work with large cybersecurity customers, winning new business and expanding adoption within existing accounts. You'll help executives identify where AI can deliver meaningful value and build a practical path to realizing it.

Responsibilities

• Own a portfolio of large enterprise cybersecurity accounts, developing strategies that drive new business, enterprise adoption, and expansion
• Create demand through proactive prospecting, executive outreach, and understanding of each customer's business strategy, product roadmap, and security priorities
• Own complex deals end to end, including opportunity development, qualification, business case creation, technical evaluation, negotiation, and close
• Help executives identify opportunities to apply AI across cybersecurity products and workflows
• Build relationships across security, engineering, product, business operations, and procurement teams
• Partner with solutions engineering to translate technical capabilities into customer programs with measurable business outcomes
• Navigate customer requirements around data privacy, sensitive security information, governance, and deployment
• Win initial deployments and expand successful use cases across teams, business units, and geographies
• Own a consumption revenue target, partnering across the customer lifecycle to turn signed agreements into production usage and sustained growth
• Maintain rigorous account plans, opportunity management, and revenue forecasts
• Bring cybersecurity customer and market insights to Product, Engineering, and GTM teams

Requirements

• 14+ years selling complex platform-as-a-service and/or software-as-a-service products to large enterprise customers, with substantial experience in cybersecurity
• Demonstrated success winning new customers and expanding existing accounts within the cybersecurity ecosystem
• Strong understanding of cybersecurity buyers, enterprise security workflows, and commercial priorities of cybersecurity companies
• Experience generating pipeline and creating demand through proactive account development
• Ability to design and execute complex deal strategies with multiple decision-makers
• Experience selling across business units and functions, building support beyond a single buyer
• Direct experience working with C-level executives
• Ability to sell technically complex products in close partnership with engineering and solutions teams

Nice to Have

• Hunter mentality, seeking out opportunities and building demand
• Understanding of the cybersecurity landscape and ability to engage credibly with security and product leaders
• Ability to take ownership and drive progress at every stage of a deal
• Experience guiding executive journeys and helping leaders develop a concrete vision for AI adoption
• Customer-centric and commercially driven approach
• Technical curiosity and ability to understand complex products
• Sound judgment and ability to recognize sensitivity of security use cases
• Ability to think across the enterprise and connect business units
• Passion or deep curiosity for AI and its applications