Note: The job is a remote job and is open to candidates in USA. Palo Alto Networks is a leader in cybersecurity, dedicated to protecting the digital way of life. The Senior Enterprise Account Executive at Idira is responsible for driving new business and expanding existing accounts, serving as a trusted advisor to customers and leading complex sales cycles to deliver impactful identity security solutions.
Responsibilities
- Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk’s value proposition, with full accountability for quota attainment
- Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy
- Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations
- Understand customer priorities and translate Idira’s platform into tangible business value and technical relevance
- Lead with insights, not features—this is a solution-led, outcome-driven role
- Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams
- Develop champions and foster account trust that supports long-term growth and expansion
- Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across Idira’s portfolio
- Take ownership of the deal strategy while leveraging specialist knowledge and support resources
- Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution
- Co-create plans with ecosystem partners that support joint pipeline growth and account penetration
- Own your territory strategy and build comprehensive account plans for key targets
- Identify whitespace, drive expansion, and ensure alignment with Idira’s growth goals
- Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity
- Stay on top of cybersecurity trends, competitor movements, and customer challenges to position Idira as a strategic partner
Skills
- Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS
- Demonstrated ability to grow new logos and expand within existing customers
- Outcome-oriented with strong commercial judgment and quota ownership mindset
- Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling
- Ability to understand business and technical use cases and convert them into solution opportunities
- Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution
- Strong executive presence and influencing skills across all customer levels
- Commercial curiosity and the ability to uncover customer pain points through active listening
- Collaborative, coachable, and resilient with a passion for team-based success
- Skilled in sales methodologies such as MEDDPICC and Command of the Message
- Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight
Company Overview