What are the responsibilities and job description for the Enterprise Account Executive (TOLA Acquisition) position at Absolute Software?
Account Executive, Enterprise
Sales Remote, United States
Successful candidates must be based in Texas with the ability to access a major international airport to attend frequent customer/partner events and meetings.
Absolute Security is investing heavily in net‑new Enterprise growth. As an Enterprise Account Executive, you will own a greenfield territory and be accountable for closing new‑logo ARR within Fortune 1000 and Global 2000 enterprises. You will be the tip of the spear for our expansion into the largest and most security‑conscious organizations in North America.
Key Responsibilities:
- Territory Ownership: Manage a named geographic patch (TOLA)
- Pipeline Creation: Generate 4x pipeline coverage through strategic prospecting, multi‑threaded executive outreach, and field events; rely on partners only to accelerate, never to originate
- Deal Leadership: Run Command‑of‑the‑Message cycles valued at $250K–$1M ARR, with average sales cycles of 6–9 months and complex global pursuits extending 12 months
- Qualification Discipline: Apply MEDDPICC from first call through close, validating metrics, paper process, and mutual success plans at every stage. No Champion? No deal
- Forecast Accuracy: Inspect deals weekly in Salesforce, Gong and Outreach; commit within ±10% each month
- Executive Engagement: Build C‑suite and board‑level relationships that turn risk‑reduction conversations into multi‑year platform agreements
- Internal Orchestration: Lead cross‑functional teams (Sales Engineering, Product, Legal, Marketing, Channel) while remaining the single‑threaded owner from discovery to signature.
- Overachievement: Consistently meet or surpass new‑logo ARR targets; leveraging uncapped accelerators and President’s Club trips.
What Success Looks Like:
- Achieve 100% or more of annual quota with 3 to 4 flagship Fortune 500 wins in year one
- Consistently maintain pipeline coverage greater than or equal to 4× and forecast variance within ±5%
- Document reference customers and expansion potential in each closed account
- Recognized internally for setting the standard in deal inspection, champion development, and competitive take‑outs
Rewards:
- Lucrative OTE, aggressive accelerators, and no commission cap
- Enterprise sales is Absolute’s top FY26 investment priority; high visibility to ELT/Board and rapid career trajectory
- Sell a mission‑critical security platform protecting 21,000 organizations worldwide
- Best‑in‑class sales tech stack, Force Management enablement, and a culture that prizes grit, curiosity, and team wins
The Ideal Candidate:
- 7 years of Enterprise cybersecurity SaaS hunting with verifiable seven‑figure new‑logo wins and repeat President’s Club/Top‑10 finishes
- Fluent in MEDDPICC, Command of the Message, and mutual success plans
- Proven ability to engage CISO, CIO, CTO, and board stakeholders and translate technical risk into business impact
- High motor, coachable, intellectually curious, and thrives in a seller‑led, high‑accountability culture
Why Work For Us:
You’re resilient and passionate about securing the Work from Anywhere era. So are we.
We’re in search of the best and the brightest – everyone from innovators, sellers and marketers to financers, operators and especially customer relationship managers – we’re looking for top tier talent to help us shape the next decade of security, drive innovation that enables customers with truly disruptive solutions and are dedicated to making a meaningful difference.
Headquartered in Seattle, Washington with international offices in Vancouver - BC, Austin - TX, Boulder - CO, Ankeny – IA, Reading - UK and Ho Chi Minh City – Vietnam, Absolute Security accelerates customers’ shift to work-from-anywhere through the industry’s first self-healing Zero Trust platform, ensuring maximum security and uncompromised productivity. Only Absolute is embedded in more than half a billion devices, offering a permanent digital connection that intelligently and dynamically applies visibility, control and self-healing capabilities to endpoints, applications, and network access to ensure their cyber resilience tailored for distributed workforces.
Our vision is to be the world’s most trusted security company – and to empower end users to connect securely and from anywhere, to all the applications they need to collaborate and get their work done, without interruptions and with an optimal network experience. Absolute currently serves approximately 16,000 customers with more than 13 million activated endpoints globally. G2 recognized Absolute as a Leader in the Winter 2022 Endpoint Management and Zero Trust Networking Grid Reports, reflecting our continued customer satisfaction across product lines. To learn more about Absolute, visit our website at www.absolute.com or visit our YouTube channel.