SGNL
Strategic Account Executive (Midwest)
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Strategic Account Executive (Midwest)
role at
SGNL
SGNL delivers Continuous Identity—protecting cloud infrastructure, code, applications, and now AI agents through real-time, context-aware access decisions. We help organizations eliminate standing privileges, dynamically enforce access policies, and reduce the exposure windows that attackers exploit. Our platform centralizes identity and security context from across your stack, enabling Zero Standing Privilege at enterprise scale. Trusted by Fortune 500 companies worldwide, SGNL makes Zero Trust an operational reality without adding friction or complexity.
About You A qualified, Midwest-based Strategic Account Executive candidate will be responsible for handling the day to day communications and working relationships with our valued customers, as the primary point of contact and “go to” person between our companies. Keeping our customers informed, engaged and satisfied is your number #1 goal and responsibility. You will leverage your deep sales experience to maintain successful long-term client relations while also networking existing partner companies to generate greater business opportunities. You are always striving for improvements and possess a proactive mindset to anticipate client needs. Successful senior account executive candidates communicate clearly, directly and honestly with our customers. You never inflate our capabilities or diminish our potential impact. You set clear, measurable and realistic expectations while always employing the mindset to exceed them. You possess proven enterprise identity and/or security sales experience and will understand our company's full gamut of products and services that will allow you to seamlessly communicate our solutions. You believe and embody SGNL's core values of
Transparency, Respect, Bias for Action, Growth mindset, Long-term thinking, and Excellence . Your emotional intelligence and communication skills are of the highest pedigree as you have learned to overcome obstacles efficiently and tactfully. You love finding solutions, going above and beyond and treating every customer as a premier partner.
Basic Qualifications
Experience selling Identity and Access Management (IAM) products
Familiarity with the core concepts of IAM, including Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Identity Governance and Administration (IGA)
8+ years experience in an account manager/executive role reporting directly to senior leadership
5+ years working with enterprise security products and services
Bachelor’s degree in business, marketing, CS/engineering, or related discipline
Proven success in selling to F1000 CISOs & CIOs and other executives specifically in the cybersecurity or identity-first security space, and closing six and seven figure contracts
Proven experience building sales pipelines in new markets
Willingness to travel as needed to meet with clients, partners and prospects
Advanced proficiency in Google Drive, Microsoft Office, and CRM software (i.e. Salesforce) to drive accurate territory management and forecasting
Proven experience negotiating costs for products and services
Ability to manage multiple opportunities and anticipate client needs
Perform prospecting and networking activities such as cold calling and attending events
Experience in sales operations and forecasting
Develop new sales strategies by analyzing industry trends and data
Prepare and present informative presentations to various stakeholders
Advanced project management, team leadership, and interpersonal communication
Ability to effectively analyze client business needs and present a detailed analysis
Preferred Qualifications
10+ years experience in an account manager/executive role reporting directly to company leadership
Understanding of Zero Trust Architecture: A solid understanding of Zero Trust principles, especially how they apply to identity-first security, will enable the candidate to speak directly to modern security trends
Experience in Complex, Multi-Stakeholder Sales Cycles: The candidate should have significant experience navigating long, multi-step sales processes, where multiple departments (security, IT, compliance, legal) need to align on purchasing decisions.
Familiarity with Cloud Security and SaaS Solutions: Experience with cloud environments (AWS, Azure, Google Cloud) and SaaS applications like Okta, Ping Identity, or Microsoft Azure AD
An established network within the cybersecurity and IAM communities, including connections with CISOs, security architects, and other decision-makers
Experience Participating in Industry Conferences and Events: Proven involvement in relevant industry conferences, webinars, or panels (e.g., Identiverse, Gartner IAM Summit, RSA Conference, Black Hat)
SF Bay Area preferred
Responsibilities
Develop a strong understanding of SGNL product offerings compared to the current offerings in the space
Work with the Business Development team to generate new business leads and opportunities via inbound and outbound channels
Gain deep understanding into each company’s identity-first security challenges and anticipate their needs in advance
Create proposals outlining pricing models, implementation strategies, and other details pertaining to client projects
Evaluate the sales process performance, identify potential bottlenecks, develop solutions
Participate in brainstorming, office activities, staff meetings and client meetings, researching and assisting with program development for existing clients and new prospects
Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
Coordinate internal and external resources to expedite workflow
Stay current with company offerings and industry trends
Additional Information
Base salary range for this position: $150,000.00 - $250,000.00 per year*
Eligible to participate in SGNL’s Equity Incentive Plan
Final offer will be at the company’s sole discretion and determined by multiple factors, including years and depth of relevant experience and expertise, location, and other business considerations.
Benefits
Health benefits (medical, dental, and vision)
Paid Time Off
Paid Sick Leave
Latest Apple equipment (as of your joining date)
Customizable home office package, including external monitor, desk, office supplies
Amazon Kindle and books covered by SGNL
Professional development programs (Both inside and outside of SGNL)
SGNL reserves the right to amend or modify for any reasons in accordance with applicable law.
SGNL is an equal opportunity employer and does not discriminate on the basis of race, ethnicity, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. We are also committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accommodation@sgnl.ai or discuss with your recruiter if you require any reasonable accommodations throughout the recruiting process.
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Strategic Account Executive (Midwest)
role at
SGNL
SGNL delivers Continuous Identity—protecting cloud infrastructure, code, applications, and now AI agents through real-time, context-aware access decisions. We help organizations eliminate standing privileges, dynamically enforce access policies, and reduce the exposure windows that attackers exploit. Our platform centralizes identity and security context from across your stack, enabling Zero Standing Privilege at enterprise scale. Trusted by Fortune 500 companies worldwide, SGNL makes Zero Trust an operational reality without adding friction or complexity.
About You A qualified, Midwest-based Strategic Account Executive candidate will be responsible for handling the day to day communications and working relationships with our valued customers, as the primary point of contact and “go to” person between our companies. Keeping our customers informed, engaged and satisfied is your number #1 goal and responsibility. You will leverage your deep sales experience to maintain successful long-term client relations while also networking existing partner companies to generate greater business opportunities. You are always striving for improvements and possess a proactive mindset to anticipate client needs. Successful senior account executive candidates communicate clearly, directly and honestly with our customers. You never inflate our capabilities or diminish our potential impact. You set clear, measurable and realistic expectations while always employing the mindset to exceed them. You possess proven enterprise identity and/or security sales experience and will understand our company's full gamut of products and services that will allow you to seamlessly communicate our solutions. You believe and embody SGNL's core values of
Transparency, Respect, Bias for Action, Growth mindset, Long-term thinking, and Excellence . Your emotional intelligence and communication skills are of the highest pedigree as you have learned to overcome obstacles efficiently and tactfully. You love finding solutions, going above and beyond and treating every customer as a premier partner.
Basic Qualifications
Experience selling Identity and Access Management (IAM) products
Familiarity with the core concepts of IAM, including Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Identity Governance and Administration (IGA)
8+ years experience in an account manager/executive role reporting directly to senior leadership
5+ years working with enterprise security products and services
Bachelor’s degree in business, marketing, CS/engineering, or related discipline
Proven success in selling to F1000 CISOs & CIOs and other executives specifically in the cybersecurity or identity-first security space, and closing six and seven figure contracts
Proven experience building sales pipelines in new markets
Willingness to travel as needed to meet with clients, partners and prospects
Advanced proficiency in Google Drive, Microsoft Office, and CRM software (i.e. Salesforce) to drive accurate territory management and forecasting
Proven experience negotiating costs for products and services
Ability to manage multiple opportunities and anticipate client needs
Perform prospecting and networking activities such as cold calling and attending events
Experience in sales operations and forecasting
Develop new sales strategies by analyzing industry trends and data
Prepare and present informative presentations to various stakeholders
Advanced project management, team leadership, and interpersonal communication
Ability to effectively analyze client business needs and present a detailed analysis
Preferred Qualifications
10+ years experience in an account manager/executive role reporting directly to company leadership
Understanding of Zero Trust Architecture: A solid understanding of Zero Trust principles, especially how they apply to identity-first security, will enable the candidate to speak directly to modern security trends
Experience in Complex, Multi-Stakeholder Sales Cycles: The candidate should have significant experience navigating long, multi-step sales processes, where multiple departments (security, IT, compliance, legal) need to align on purchasing decisions.
Familiarity with Cloud Security and SaaS Solutions: Experience with cloud environments (AWS, Azure, Google Cloud) and SaaS applications like Okta, Ping Identity, or Microsoft Azure AD
An established network within the cybersecurity and IAM communities, including connections with CISOs, security architects, and other decision-makers
Experience Participating in Industry Conferences and Events: Proven involvement in relevant industry conferences, webinars, or panels (e.g., Identiverse, Gartner IAM Summit, RSA Conference, Black Hat)
SF Bay Area preferred
Responsibilities
Develop a strong understanding of SGNL product offerings compared to the current offerings in the space
Work with the Business Development team to generate new business leads and opportunities via inbound and outbound channels
Gain deep understanding into each company’s identity-first security challenges and anticipate their needs in advance
Create proposals outlining pricing models, implementation strategies, and other details pertaining to client projects
Evaluate the sales process performance, identify potential bottlenecks, develop solutions
Participate in brainstorming, office activities, staff meetings and client meetings, researching and assisting with program development for existing clients and new prospects
Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
Coordinate internal and external resources to expedite workflow
Stay current with company offerings and industry trends
Additional Information
Base salary range for this position: $150,000.00 - $250,000.00 per year*
Eligible to participate in SGNL’s Equity Incentive Plan
Final offer will be at the company’s sole discretion and determined by multiple factors, including years and depth of relevant experience and expertise, location, and other business considerations.
Benefits
Health benefits (medical, dental, and vision)
Paid Time Off
Paid Sick Leave
Latest Apple equipment (as of your joining date)
Customizable home office package, including external monitor, desk, office supplies
Amazon Kindle and books covered by SGNL
Professional development programs (Both inside and outside of SGNL)
SGNL reserves the right to amend or modify for any reasons in accordance with applicable law.
SGNL is an equal opportunity employer and does not discriminate on the basis of race, ethnicity, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status. We are also committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accommodation@sgnl.ai or discuss with your recruiter if you require any reasonable accommodations throughout the recruiting process.
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