Account Director, Strategic Accounts West (Farming)

is looking for an Account Director who thrives on winning new business. This is designed for a commercially driven seller who can open doors, navigate complex organizations, and build long-term customer relationships that create meaningful growth.

The ideal candidate combines a new-business mindset with strategic account growth skills—equally comfortable prospecting into new organizations, developing complex opportunities, and expanding relationships within established “key” accounts.

What You’ll Do

• Identify, develop, and close new business opportunities, building relationships with cybersecurity, IT, procurement, and executive stakeholders
• Develop and execute strategic account plans for Key Accounts, identifying whitespace, new use cases, and opportunities to expand ’s footprint
• Build multi-threaded relationships across complex organizations and engage stakeholders at multiple levels, including senior executives
• Drive expansion, upsell, and cross-sell opportunities within existing accounts while protecting and strengthening long-term customer relationships
• Proactively identify customer risk and reinforce the business value and impact of ’s solutions
• Apply a consultative, insight-driven sales approach to uncover customer challenges and align solutions to strategic priorities
• Manage the full sales cycle end-to-end, from prospecting and discovery through negotiation and close, with typical deal cycles of 4–8 months
• Partner closely with Sales Engineers and internal teams to develop tailored solutions and progress complex opportunities
• Maintain accurate territory and account plans that balance new-logo pipeline generation, account retention, and expansion growth.

What You’ll Bring

• Proven success in driving new business development with a “land and expand” strategy.
• Demonstrated ability to prospect, develop, and close new enterprise business
• Experience managing and growing accounts within large and complex organizations
• Strong track record of identifying whitespace and expansion opportunities across teams, business units, and use cases
• Ability to navigate complex buying groups and influence technical, commercial, and executive stakeholders
• Strong consultative selling, discovery, negotiation, and relationship-building skills
• Experience owning complex 4–8 month sales cycles from initial engagement through close
• Ability to balance the different disciplines required for generating new business and developing long-term strategic growth.
• 5+ years experience in cybersecurity, threat intelligence, or other security solutions in a SaaS enterprise environment is preferred

Why This Role

If you enjoy the challenge of winning new customers while building deeper, more strategic relationships with existing ones, this role offers the best of both worlds. You’ll have the opportunity to create new relationships from the ground up while developing Key Accounts into long-term strategic partnerships that deliver meaningful value for both the customer and .

The base salary range for this full-time position is $123,000-$184,000. Our salary ranges are determined by role, level, and location. The salary displayed reflects the range for new hire salaries for the position across all US locations. Within the range, individual pay is determined by state, work location and additional factors, including job-related skills, experience, and relevant education or training. This position may be eligible for incentive compensation, equity, and medical, dental, vision, life insurance and 401K. Your recruiter can share more about the specific details of the compensation and benefit package during the hiring process.