We are seeking a highly motivated Enterprise Account Executive to drive growth across our IT Governance, Risk & Compliance (IT GRC) software portfolio. This role is responsible for developing new business opportunities, managing strategic customer relationships, and delivering revenue growth through the sale of cloud-based IT GRC solutions to enterprise and public sector organizations.
The ideal candidate will have experience selling into the Office of the CISO and engaging security, risk, compliance, and technology leaders to help organizations strengthen cyber resilience, manage regulatory requirements, and reduce enterprise risk.
Key Responsibilities
- Develop and execute territory and account plans to achieve quarterly and annual sales targets.
- Prospect, qualify, and close new business opportunities within assigned accounts.
- Build relationships with senior stakeholders including CISOs, Deputy CISOs, Chief Risk Officers, Chief Compliance Officers, CIOs, IT Risk Leaders, Security Operations Leaders, and Third-Party Risk Management teams.
- Conduct discovery sessions to understand customer cybersecurity governance, risk management, regulatory compliance, third-party risk, audit, and security program requirements.
- Position and sell IT GRC solutions including cyber risk management, policy management, compliance management, third-party risk management, controls management, and security governance capabilities.
- Deliver compelling business value presentations focused on security outcomes, risk reduction, regulatory compliance, and operational efficiency.
- Manage complex enterprise sales cycles involving security, risk, compliance, procurement, legal, and executive stakeholders.
- Collaborate with pre-sales, marketing, customer success, and partner teams to progress opportunities and drive successful outcomes.
- Maintain accurate pipeline, forecasting, and opportunity management within CRM systems.
- Represent the company at cybersecurity, risk management, and compliance industry events, conferences, and customer engagements.
- Develop trusted advisor relationships with customers, strategic partners, and industry influencers.
Required Experience
- 5+ years of enterprise software sales experience.
- Demonstrated success selling SaaS solutions to large enterprise organizations.
- Experience selling IT GRC, Cyber GRC, Cybersecurity, Third-Party Risk Management (TPRM), IT Risk Management, Compliance Management, Security Governance, or related enterprise software solutions.
- Proven experience engaging and selling into the Office of the CISO and broader cybersecurity organizations.
- Consistent track record of achieving or exceeding annual sales quotas.
- Experience managing complex, multi-stakeholder enterprise sales engagements.
- Strong consultative, value-based, and solution-selling skills.
- Experience positioning business value, ROI, and risk reduction outcomes to executive stakeholders.
Preferred Qualifications
- Knowledge of cybersecurity frameworks and regulations including ISO 27001, NIST, NIS2, DORA, SOC 2, PCI DSS, GDPR, and related compliance requirements.
- Understanding of cyber risk management, security governance, operational resilience, and regulatory compliance programs.
- Experience engaging with executive-level decision makers, including CISOs and security leadership teams.
- Familiarity with enterprise sales methodologies such as MEDDICC, Challenger or Miller Heiman.
- Strong business acumen, commercial negotiation, and strategic account planning skills.
Language Requirements
- Fluent English is required, with excellent verbal and written communication skills.
- Additional European languages (such as French, German, Spanish, Italian are highly desirable and considered a strong advantage.
Key Competencies
- Executive presence
- Strategic account planning
- Consultative and solution selling
- Cybersecurity and risk management business acumen
- Pipeline generation and demand creation
- Negotiation and deal management
- Business case and ROI development
- Forecast accuracy
- Executive stakeholder engagement
Success Metrics
- New logo acquisition
- Pipeline coverage ratio
- Win rate
- Forecast accuracy
- Customer expansion revenue
- IT GRC and cybersecurity solution annual recurring revenue (ARR) growth
- CISO and security leadership engagement within target accounts
Our Interview Practices
To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.
