About Adaptiva
Adaptiva, the Autonomous Endpoint Management Company, delivers the fastest way to patch and manage endpoints at scale. The company offers OneSite, the first fully adaptive autonomous endpoint management (AEM) platform. IT and cybersecurity leaders use OneSite to gain a hands-free, fully automated approach to speeding the continuous delivery of software, patches, and vulnerability remediations. Hundreds of today’s largest global organizations choose Adaptiva to increase operational efficiency, reduce risk, and maximize patching velocity across millions of endpoints. Learn more at https://adaptiva.com/, and follow the company at LinkedIn, Facebook and Twitter.
Position Overview
We are seeking a high-performing and growth-oriented Account Executive – New Logo Acquisition to drive new business and expand Adaptiva’s footprint among enterprise and mid-market customers. This individual will own the full sales cycle - from prospecting to close - in their region and play a pivotal part in scaling revenue growth. This position will report to the VP of Sales - New Logo.
Key Responsibilities
- Own and manage the entire sales process from lead generation to close for new logo accounts in your assigned territory.
- Research, identify, and generate new opportunities on a weekly basis using modern sales tools and intent data.
- Build and maintain strong, long-term relationships with key IT and Security Operations decision-makers.
- Create and deliver compelling sales presentations and proposals that articulate the value of Adaptiva products to decision makers.
- Identify customer pain points, personalize outreach, and align solutions to business outcomes.
- Collaborate with sales engineering, marketing, and product teams to ensure seamless sales execution.
- Leverage defined sales playbooks and a variety of digital and in-person channels to produce a high volume of sales activity including outbound calls, emails, event meetings, & social selling.
- Build a strong understanding of the competitive landscape, the current trends in the marketplace, and Adaptiva’s value-based differentiators and selling strategy.
- Maintain accurate forecasting and pipeline management in CRM (Salesforce and HubSpot preferred).
- Develop, grow, and maintain relationships with key target accounts to ensure healthy pipeline.
- Implement sales methodologies (MEDDPICC) and consistent data hygiene and forecasting to ensure successful deal execution and pipeline management.
- Consistently meet or exceed quarterly and annual targets for your assigned territory.
Requirements
- 3+ years of experience in enterprise B2B software sales
- Proven track record of building and scaling new logo sales in high-growth SaaS or endpoint management and cybersecurity companies.
- Deep understanding of modern sales cycles for complex, technical solutions sold to enterprise IT and security buyers.
- Experience with the use of modern sales technology, including HubSpot, Salesforce, Sales Intel, 6Sense, Crossbeam, and LinkedIn Sales Navigator, preferred as well as knowledge of ways to use AI to scale more personalized outreach to prospects.
- Data-driven with strong operational discipline in prospecting, pipeline management, and performance tracking.
- Exceptional communication, negotiation, and presentation skills, with a persuasive and influential demeanor.
- Demonstrated ability to work collaboratively within cross-departmental teams, particularly Marketing and Product
- Must pass a background check and be legally authorized to work in the United States without visa sponsorship.
Preferred
- Experience selling endpoint management, patch management, or cybersecurity solutions.
- Background in working with Global 2000 accounts or regulated industries (healthcare, financial services, government).
- Based in the U.S. with ability to travel to customer sites and Adaptiva HQ as needed.
Why Join Adaptiva?
- Industry-leading technology trusted by global brands and mission-critical environments.
- Executive leadership with a track record of building category-defining companies.
- A nimble, high-impact culture where your contributions are seen and celebrated.
- Competitive compensation, equity, and benefits.
How to apply
Send your resume and cover letter in .pdf format to careers@adaptiva.com
Qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status.
Adaptiva does not provide visa sponsorship for this position and participates in E-Verify for work authorization.
The annual base salary range for this position is between $80,000 – $100,000 plus uncapped commission (OTE $150K–$200K+). The range provided is broad and takes into consideration a wide range of factors that are reviewed when making a hiring decision, such as years of experience, skills, location, and other business needs.
Adaptiva does not accept unsolicited head-hunter and agency resumes.
The base salary is one component of the total compensation package, which for some roles may include a performance bonus and very generous benefits.
Adaptiva does not accept unsolicited head-hunter and agency resumes.