Pipeline Generation: Proactively build and maintain a robust sales pipeline without established infrastructure, leveraging creative prospecting approaches including cold outreach, networking, industry events, strategic partnerships, and cross-sell from Insurance.
Champion Development: Identify and cultivate internal champions within target accounts who can advocate for our solution both internally across their organization and externally to other target prospects.
Product-Market Fit: Collect and synthesize customer feedback during sales conversations to inform product development, working closely with product management to ensure our solution delivers value to customers.
Objection Mastery: Develop creative solutions to overcome prospect objections, turning resistance into opportunity through consultative selling and problem-solving approaches.
Sales Process Excellence: Implement and maintain a disciplined, data-driven sales process with rigorous opportunity management, accurate forecasting, and strategic deal planning. Pipeline generation and MEDDPICC qualification.
Business Value Selling: Articulate the compelling ROI and business value of our solutions, connecting technical capabilities to financial outcomes and risk reduction metrics.
Deal Velocity: Drive pipeline and deals forward with a strong sense of urgency while maintaining relationship integrity, expertly balancing short-term wins with long-term partnership development.
Requirements
3-5 years of successful B2B software sales experience, preferably in cybersecurity, risk management, insurance technology, or related fields
Proven track record of exceeding quota and building pipeline independently
Experience selling to technical and business stakeholders, particularly CISOs, CROs, CFOs, and other security and risk executives
Strong understanding of cyber risk, insurance concepts, and enterprise security challenges
Demonstrated ability to navigate complex sales cycles with multiple stakeholders
Exceptional communication skills and ability to translate technical concepts into business value
Entrepreneurial mindset with comfort operating in ambiguity and rapidly changing environments
Self-starter who thrives with minimal supervision and displays relentless determination
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