Existing Business Account Executive, Growth
Description
About OffSec
Founded in 2006 by the creators of Kali Linux, OffSec (formerly known as Offensive Security) is the leading provider of continuous professional and workforce development, training, and education for cybersecurity practitioners. OffSec’s distinct pedagogy and practical, hands-on learning help organizations fill the infosec talent gap by training their teams on today’s most critical skills.
Become a part of our global presence and work from anywhere! With customers in 150+ countries and team members across 40+ countries, OffSec fosters a global, remote-first culture that values innovation and diversity. Our team includes internationally recognized cybersecurity experts, speakers, and professionals from top enterprises and government agencies.
Think you can outwork, outlearn, and out-hustle the competition? Good. We like people who TRY HARDER.
Excited about our mission and what we do? Apply and join us!
About the Job
OffSec is seeking Senior Account Executives to join our Growth team. In this individual contributor role, you’ll take a named book of existing commercial customers, protect what renews, and build the rest of your number through expansion.
This is not a farming seat. Success requires getting higher and wider inside your accounts, selling the category rather than just the product, and building and qualifying your own pipeline within your named book.
You’ll work hand in hand with Customer Success to drive adoption and outcomes across your book, alongside our solutions architects and partner team.
About you
You’re an experienced enterprise seller who knows how to grow existing accounts. You run renewals well ahead of the date, own the commercial conversation, and treat every renewal as a platform for expansion.
You sell to business problems. You tie training to an outcome the CISO already owns, build comprehensive business cases with multiple stakeholders, and measure the results afterward.
You’re disciplined with your time and in procurement. You know where to spend effort within an account, and you run procurement conversations with structure and confidence.
You care about customer outcomes, not just the transaction. You partner closely with Customer Success to understand how customers are using OffSec, spot risk early, and turn demonstrated results into the case for renewal and expansion.
Above all, you’re accountable for results and believe in OffSec’s mission: helping organizations develop the skills to defend against real-world threats. You approach each opportunity with curiosity, integrity, and a commitment to creating lasting customer value.
Duties and Responsibilities
Own renewals and the commercial conversation. Run renewals well ahead of the date, owning the commercial conversation and the timeline.
Partner with Customer Success on adoption and account health. Build joint account plans with Customer Success, track usage and engagement across your book, and act early on risk and expansion signals.
Get higher and wider. Identify new contacts, lines of business, and business units within your named accounts.
Sell the category, not just the product. Tie training to a business problem the CISO already owns, assess against it, and measure afterward.
Build multi-year agreements. Structure agreements so accounts grow with us across the term.
Run disciplined procurement conversations. Manage commercial terms, timelines, and procurement requirements with structure and clear next steps.
Drive value realization with Customer Success. Run regular business reviews that show customers the outcomes their investment has produced, and use those results to support renewal and expansion.
Coordinate customer handoffs. Document customer objectives, commitments, and success criteria so Customer Success can carry them through onboarding and beyond.
Build and qualify your own pipeline. Create and qualify opportunities inside your named accounts rather than waiting for them to surface.
Work with solutions architects and partners. Engage solutions architects on technical validation, and the partner team where a deal routes through a reseller.
Qualifications
Several years selling into existing enterprise accounts, with a track record of renewal and expansion success.
Experience structuring multi-year or enterprise agreements, including aligning terms to how the account will grow.
Procurement negotiation experience and discipline, including managing commercial terms through to signature.
Sound judgment about where to spend your time and effort within accounts, prioritizing the opportunities with the most headroom.
The ability to run value realization plays, working with multiple stakeholders to build comprehensive business cases.
Experience partnering with Customer Success teams, including using adoption and usage data, running business reviews, and turning customer outcomes into renewal and expansion.
Preferred qualifications:
Experience selling SaaS, cybersecurity, technical training, or workforce development solutions.
Experience engaging and re-engaging current and recent customers.
Experience building program champions and identifying stakeholders.
Experience working with channel partners, resellers, or distributors.
Training in or practical experience applying MEDDPICC and/or Command of the Message to support opportunity qualification and value messaging.
EEO
OffSec provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.