Enterprise Account Executive - West Palo Alto, California - Palo Alto California

Company: Tbwa Chiat/Day Inc
Location: Palo Alto, California
Posted On: 11/21/2024

Pangea is a well-funded startup whose leaders and investors rank among the most successful veterans of the security industry. Pangea provides developers and security teams the industry's Security Platform as a Service that uniquely empowers developers to build Secure by Design applications faster.About UsWe live and breathe our company values:

• Team - Every team member relies on each other, and we build a strong bond through open and transparent communication. By doing this well, we deliver for our customers, and they can confidently rely on us. Trustworthy teams are how we can build an incredible company together.
• Culture - Our team is best when every individual brings their own uniqueness with confidence. We never stop learning and never stop questioning. Every interaction with our teammates or customers is an opportunity to learn something. Work hard and have a great time while we accomplish great things together.
• Innovation - Speed matters. We obsess over our customers and react to their needs quickly to give them an exceptional experience from the products that we build. We do this by connecting our own builders directly with customers, taking calculated risks, and making good decisions quickly.
• Leadership - We thrive on open communication and teamwork. Managers are at Pangea to manage complexity, and not control. Managers give their team the tools, the opportunities, and support needed to deliver, and provide them with the freedom to succeed. We win as a team.We're on the lookout for a driven Account Executive to serve as our first east coast rep. If you have a deep understanding of the market, who relish the opportunity to forge connections with key decision-makers. Our sales team actively empathizes with our customers, striving to showcase the considerable value and expertise our solutions bring to the table in the realm of building secure and reliable software.Skills/
  • Desire to help write the sales playbook, not simply execute it
  • Ability to consult and convey a value proposition to prospects and customers
  • Create and deliver a plan for your territory
  • Forecast accurately, meet, and exceed sales goals through strategic prospecting, qualifying, managing, and closing sales opportunities.
  • Through a combination of inbound and outbound leads, develop and manage leads funnel
  • Practice effective, excellent communication with management, customers and support staff.
  • Travel to customer locations throughout the country as needed in support of sales efforts.
  • Manage business and track opportunities as requested.
  • Collaborate on and improve all aspects of the sales cycle, including product, support, and sales engineering
  • Understand the competitive market, being familiar with competing companies and their offeringsCandidate Background:
    • 5 + years of sales experience with shown success working for or selling into engineering and/or security decisionmakers (CTO, CISO, VP Engineering, VP Platform Engineering, etc.)
    • You've worked with sophisticated sales and have seven-figure deal experience.
    • Domain experience with one or more of the following required: Compute platforms (AWS, Azure, Google Cloud), DevOps Tooling, CICD platforms (Github, Gitlab, jenkins), composable application platforms (Twilio, Stripe), and overall SDLC.
    • Consistent overachievement of sales goals in a large geographic territory
    • Ability to learn new products and processes quickly
    • Excellent communication skills verbal and written - You know what to say and how to say it
    • Team player
    • Highly driven with an execution focus and a strong belief in Pangea's mission
    • Ability to focus and contribute with a strong work ethic; self-directed and resourceful.
    • Must be willing to travel to clients to support sales relationships (as required)
    • Entrepreneurial - Willing to go the extra mile, strong work ethic, resourceful.Desired Qualifications:
      • SaaS, Developer tools, or cybersecurity sales experience. A mix of all is ideal.
      • Startup experience
      • A strong sales aptitude and fundamental understanding of the sales process
      • A sound, tech-savvy business acumen and the ability to articulate a compelling value proposition in a complex and evolving business environment
      • Ability to thrive in an agile environment with an ever-evolving set of solutionA few of the benefits we offer:
        • Equity - stock options
        • Flexible PTO
        • Remote work with team meetup opportunities
        • Health/dental/vision insurance coverage for you and your family
        • Be the first rep in the Central/East territory with incredible potentialPangea is an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law.Apply for this jobFirst Name *Last Name *Email *PhoneResume/CVLinkedIn ProfileWebsiteWhat percentage of your time are you willing and able to travel to support field events, customer meetings, etc., in region? *How many years of experience as SaaS or software sales (and # of years in security sales if relevant)? *Describe your familiarity with LLMs and AI powered applications? *
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