About the Role
We are seeking a results-driven and persuasive Account Executive to join our Offensive Security Sales organization. In this role, you will be responsible for driving revenue growth by successfully selling Fortra's software products within an assigned geographic territory. You will work closely with prospective customers to identify and qualify business opportunities, prepare formal proposals, lead contract negotiations, and address objections to close deals. Your deep understanding of our solutions, combined with your ability to forecast accurately and consistently, will be essential in achieving sales targets and contributing to the overall success of our go-to-market efforts.
What You'll Do
•Drive New ARR growth through disciplined pipeline execution and strategic program capture.
•Establish and scale the partner ecosystem across System Integrators, primes, integrators, distributors and resellers.
•Attend trade shows and events to drive pipeline and sales revenue.
•Build and maintain strong, long-term relationships with new and existing clients.
•Serve as the primary point of contact for client accounts, addressing inquiries, resolving issues, and ensuring satisfaction.
•Navigate the sales process by identifying the need, positioning the solution, scheduling and participating in the demonstration of the solution, managing the trial process, and closing the sale.
•Communicate customer demand and trends internally.
•Lead negotiations, coordinate complex decision-making processes, and overcome objections to closure.
•Develop and maintain excellent relationships with internal staff and external customers.
•Own forecasting, pipeline health, sales governance, and performance.
•Define target markets, segmentation, buyer personas and regional/theater coverage strategies.
•Achieve annual quota according to pre-determined plans.
Qualifications
•Bachelor's degree required
•At least 5 years of related sales experience; technology/software/government sales preferred
•Proven track record of consistently exceeding corporate objectives and quotas
•Strong presentation, communication, organization, and time management skills
•Demonstrated ability to problem solve and negotiate with emphasis on closing the sale
•Self-driven, motivated, and results oriented
Language
•Fluent professional English required
•Ukrainian OR Romanian strongly preferred
•Proficiency in an additional Baltic language — Lithuanian, Latvian, Estonian — is an advantage.
