Mid-Market Account Executive (Remote) US

Summary

Cengage is a global education technology company focused on helping learners discover the power and joy of learning. The Mid-Market Account Executive will acquire new business, build relationships with senior security and IT leaders, manage complex sales cycles, and sell InfoSec solutions related to cyber workforce readiness and compliance.

Responsibilities

• Take charge of new business acquisition within the specified territory, focusing on relationship building
• Develop and complete account penetration strategies to break into net-new accounts and expand market presence
• Build and manage a robust pipeline of high-value opportunities through proactive prospecting (cold outreach, executive engagement, networking, and industry events)
• Identify and engage key collaborators, including CISO, CIO, CTO, and other senior security and IT leaders
• Lead complex, multi-stakeholder sales cycles from initial engagement through negotiation and close
• Position and articulate the value of InfoSec solutions in the context of cyber workforce readiness, and compliance
• Drive deal strategy, including competitive positioning, pricing, and contract negotiations in alignment with company guidelines
• Maintain accurate pipeline management and forecasting, with clear access to deal progression and risk
• Self-motivated, dedicated, independent thinker, resilient, and comfortable operating in a fast-paced, determined environment

Skills

• Over 2 years of experience in B2B sales, concentrating on developing new business opportunities
• Experience engaging and influencing senior collaborators, including C-level executives (CISO, CIO, CTO
• Strong understanding of complex sales cycles and ability to manage multiple opportunities simultaneously
• Demonstrated ability to meet or exceed sales quotas in a high-growth environment
• Excellent communication, negotiation, and presentation skills
• Experience with CRM tools (e.g., Salesforce) and sales engagement platforms
• Experience selling cybersecurity, SaaS, or enterprise technology solutions preferred
• Bachelor's degree or equivalent experience preferred

Qualifications

Must Haves

• Over 2 years of experience in B2B sales, concentrating on developing new business opportunities
• Experience engaging and influencing senior collaborators, including C-level executives (CISO, CIO, CTO
• Strong understanding of complex sales cycles and ability to manage multiple opportunities simultaneously
• Demonstrated ability to meet or exceed sales quotas in a high-growth environment
• Excellent communication, negotiation, and presentation skills
• Experience with CRM tools (e.g., Salesforce) and sales engagement platforms

Nice to Haves

• Experience selling cybersecurity, SaaS, or enterprise technology solutions preferred
• Bachelor's degree or equivalent experience preferred

Benefits

• Eligible to participate in the company’s variable Sales incentive compensation program.
• 60,000.00 USD Annual: Individual Target
• Remote work arrangement