Account Executive - Chicago

Summary

Black Kite is a cybersecurity company providing third-party cyber risk intelligence and management solutions. The Commercial Account Executive owns the full sales cycle for SMB customers across the Chicago and Midwest territory, including prospecting, executive engagement, pipeline development, channel collaboration, forecasting, and closing new business.

Responsibilities

• Full sales cycle ownership: prospect, qualify, advance, and close net-new business across the Chicago/Midwest territory
• Pipeline development: build and maintain a healthy, active pipeline of qualified SMB opportunities through outbound prospecting, channel partnerships, and marketing-sourced leads
• Executive engagement: navigate and sell into security and risk leadership (CISO, CIO, Head of TPRM) as well as operational buyers
• Channel collaboration: partner with regional channel partners to co-sell and expand market coverage across the territory
• Forecast accuracy: maintain clean, current opportunity documentation in Salesforce and deliver reliable forecast reporting to leadership
• Cross-functional partnership: work closely with Sales Engineering, Marketing, and Customer Success to move deals forward and set customers up for long-term success
• Feedback loop: bring field intelligence back to Marketing and Product — your conversations with prospects shape how Black Kite goes to market

Skills

• 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics — with a track record of hitting or exceeding quota
• Experience selling to security or risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) at the SMB or commercial level
• Consultative selling approach: you lead with the customer's problem, not the product pitch
• Strong regional network in Chicago and the broader Midwest — existing relationships with end-users or channel partners is a plus
• Comfortable managing a high-velocity pipeline across multiple simultaneous opportunities
• Skilled at navigating multi-stakeholder deals and building relationships across levels of an organization
• Clean Salesforce hygiene and strong organizational discipline
• Clear, confident communication — written, verbal, and in front of an executive audience
• Bachelor's degree or equivalent professional experience
• Prior experience in the cybersecurity or third-party risk management space
• Familiarity with TPCRM, vendor risk, or compliance-driven sales cycles
• Established relationships with MSSPs, VARs, or regional channel partners in the Midwest
• Experience using sales engagement tools (Outreach, Salesloft, or equivalent) alongside Salesforce

Qualifications

Must Haves

• 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics — with a track record of hitting or exceeding quota
• Experience selling to security or risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) at the SMB or commercial level
• Consultative selling approach: you lead with the customer's problem, not the product pitch
• Strong regional network in Chicago and the broader Midwest — existing relationships with end-users or channel partners is a plus
• Comfortable managing a high-velocity pipeline across multiple simultaneous opportunities
• Skilled at navigating multi-stakeholder deals and building relationships across levels of an organization
• Clean Salesforce hygiene and strong organizational discipline
• Clear, confident communication — written, verbal, and in front of an executive audience
• Bachelor's degree or equivalent professional experience

Nice to Haves

• Prior experience in the cybersecurity or third-party risk management space
• Familiarity with TPCRM, vendor risk, or compliance-driven sales cycles
• Established relationships with MSSPs, VARs, or regional channel partners in the Midwest
• Experience using sales engagement tools (Outreach, Salesloft, or equivalent) alongside Salesforce

Benefits

• Uncapped commission with accelerators above quota
• Performance-based bonuses
• Equity
• Flexible healthcare options
• Paid time off
• Retirement savings