Principal Account Executive

**Company Description** About CyberArk**:
As an Principal Account Executive at CyberArk, you are responsible for driving new business and expanding existing accounts within your territory. As a trusted advisor to customers you will lead complex sales cycles, orchestrate cross-functional teams, and deliver CyberArk’s Identity Security solutions in a way that creates lasting business impact for enterprise customers. This is a consultative sales role, not product pitching, requiring you to uncover business problems, map them to CyberArk’s value, and drive outcomes through a strategic engagement approach. You will work with internal and external partners and leverage AI-enabled sales tools to engage, influence, and win.

**Ownership of Full Sales Cycle & Forecasting**:

- Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk’s value proposition, with full accountability for quota attainment.
- Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.

**Deliver Business Outcomes Through Consultative Selling**:

- Understand customer priorities and translate CyberArk’s platform into tangible business value and technical relevance.
- Lead with insights, not features—this is a solution-led, outcome-driven role.

**Build Executive and Multi-Level Relationships**:

- Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.
- Develop champions and foster account trust that supports long-term growth and expansion.

**Orchestrate the Broader Sales Team**:

- Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across CyberArk’s portfolio.
- Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

**Work Across the Ecosystem**:

- Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.
- Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.

**Territory Planning and Execution**:

- Own your territory strategy and build comprehensive account plans for key targets.
- Identify whitespace, drive expansion, and ensure alignment with CyberArk’s growth goals.

**Use of AI-Enabled Sales Tools**:

- Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

**Market Insight and Domain Knowledge**:

- Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner.

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**Qualifications** Sales and Commercial Acumen**:

- Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
- Demonstrated ability to grow new logos and expand within existing customers.
- Outcome-oriented with strong commercial judgment and quota ownership mindset.

**Domain Expertise**:

- Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
- Ability to understand business and technical use cases and convert them into solution opportunities.

**Channel and Ecosystem Experience**:

- Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.

**Interpersonal Strengths**:

- Strong executive presence and influencing skills across all customer levels.
- Commercial curiosity and the ability to uncover customer pain points through active listening.
- Collaborative, coachable, and resilient with a passion for team-based success.

**Sales Process and Tool Familiarity**:

- Skilled in sales methodologies such as MEDDPICC and Command of the Message.

Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.
**Additional Information**: