Mid-Market Account Manager (East)

What we do At runZero, we're a team of dreamers and creative thinkers who aren't afraid to shake up the status quo. Fixing what’s broken with legacy vulnerability management and overcoming persistent, decades-old problems requires a new approach. Our platform provides a single source of truth for exposure management across the total attack surface. Without requiring agents, authentication, or appliances, runZero delivers the most complete and accurate visibility into every asset and exposure across internal, external, IT, OT, IoT, mobile, and cloud environments — including uncovering unknown and unmanageable devices and broad classes of exposures that evade traditional tools. Founded by HD Moore (creator of Metasploit), runZero is trusted by more than 500 companies and 30,000 users worldwide to find and mitigate risks faster, meet compliance requirements, and improve overall security. See for yourself with a free trial ! Role runZero is looking for a high-energy, strategic Mid-Market Account Manager (East) to join our rapidly growing team. Reporting to the COO, you will be the driving force behind customer retention and expansion within our mid-market segment. At runZero, we are redefining exposure management. You will help organizations secure complex IT, OT, IoT, and cloud environments by introducing them to a truly innovative approach that delivers results in minutes without agents, authentication, or appliances. This is a unique opportunity for a "closer" with a self-starter mentality to help our customers uncover the unknown, reduce real risk, and extract maximum value from the runZero platform. Responsibilities Own and drive expansion opportunities through the full sales cycle—from discovery and qualification to business justification and close—to consistently meet or exceed net-new ARR quotas. Position runZero as a strategic visibility and exposure management platform; build "high and wide" relationships to advise CISOs, CIOs, and IT/OT leaders as a trusted industry partner. Lead a timely, seamless renewal process for your customer install base, maintaining high retention rates while ensuring long-term customer satisfaction and executive alignment. Facilitate high-impact Quarterly Business Reviews (QBRs) to gather feedback, educate stakeholders on new features, and align runZero’s technical capabilities with corporate objectives. Partner closely with Sales Engineering, Customer Success, Marketing, and the Executive team to deliver a coordinated customer experience and share field insights to improve the product. Develop and grow relationships with strategic VARs and channel partners in your region to accelerate account growth and identify new revenue streams. Maintain accurate pipeline management and highly proficient forecasting in Salesforce, utilizing value-selling frameworks and MEDDPICC/MEDDPPICC methodologies. Requirements 3+ years of experience selling cybersecurity software with a consistent history of exceeding quarterly and annual sales targets in a fast-paced environment Technical aptitude to understand and confidently discuss asset discovery, exposure visibility, and security platform capabilities with highly technical buyers Strong executive presence and ability to engage CISOs, CIOs, and senior IT/security leaders Hands-on experience using value-selling frameworks and MEDDPICC/MEDDPPICC Proficiency with a modern SaaS sales tech stack (Salesforce, Gong, Gmail, etc.) Ability to work cross-functionally in a collaborative team-selling environment Salary range runZero values transparency in the hiring process. According to our market data, we’re expecting this role to come in around $160k OTE, plus stock options. We know that the talent market is always in flux, so please let us know if you believe we have advertised this role at the wrong salary band Interview process We value your time and see the interview process as a critical two-way street, allowing us to assess your skills, s ... (truncated, view full listing at source)