Senior Account Executive, Mid-Market

Position Overview

As a Senior Account Executive at Cobalt, you will drive growth by managing the full sales cycle—from prospecting new accounts to closing deals—for our Pentesting and Offensive Security services targeted at mid-market US customers. You will collaborate with an experienced, fully remote team to deliver impactful demos, execute upsell strategies, and expand existing client relationships.

Key Responsibilities

• Manage the entire sales cycle in the assigned territory—from 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 within existing accounts.
• Continuously refine and improve sales strategies and processes for greater efficiency.
• Collaborate 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 and forecasts to management.
• Conduct impactful sales meetings with key accounts to showcase value, address challenges, and secure commitments.

Required Qualifications

• 5+ years of success selling to technical customers in the technology space.
• Must be based in the Pacific Time Zone.
• Demonstrated expertise in selling SaaS solutions to CTOs, CISOs, and other Security Leaders.
• Experience selling security products with a strong understanding of web application security concepts.
• Familiarity with the challenges and priorities of modern security teams.
• Proven record of consistently exceeding sales goals and delivering impactful results.
• Hands-on experience navigating complex technical sales cycles and managing multiple stakeholders.
• Strong work ethic, a results-driven mindset, and an unwavering commitment to excellence.
• Excellent written and oral communication skills.
• Highly self-motivated, proactive, and adaptable to a fast-paced, dynamic environment.
• Ability to collaborate effectively with internal teams and external partners to close deals and build lasting relationships.

Benefits & Perks

• Competitive Compensation & Attractive Equity Plan – Earn a highly competitive salary, with a disclosed range of ($154,400 - $193,000) OTE, plus equity and additional benefits.
• Retirement Savings – Save for the future with a 401(k) program (US) or pension plan (EU).
• Medical & Insurance Benefits – Benefit from comprehensive medical, dental, vision, and life insurance (US) or statutory healthcare (EU).
• Work-from-Home & Wellness Stipends – Leverage stipends for wellness, work-from-home equipment & wifi, and continuous learning & development.
• Flexible Time Off – Enjoy generous paid time off and paid parental leave.
• Growth Opportunities – Work directly with experienced senior leaders and take advantage of ongoing mentorship opportunities.