Founding Account Executive

Key Responsibilities - Identify, engage, and qualify potential customers through inbound and outbound channels, including email, calls, LinkedIn, events, and referrals. Own the end-to-end sales cycle, from identifying and engaging prospective customers to driving revenue through successful closures. - Conduct in-depth discovery calls to understand customer pain points, business goals, and HR process challenges. - Build and maintain a healthy sales pipeline through consistent follow-ups and opportunity management. - Collaborating with product, engineering, and customer success teams to co-create solutions, deliver commitments, and champion customer outcomes. - Manage proposals, pricing discussions, and contract negotiations to successfully close new business. - Respond to Requests for Proposals (RFP), Requests for Quotation (RFQ), and Requests for Information (RFI) as per client specifications. Tailor proposals to meet the specific needs and budgets of customers while ensuring that the company's offerings are presented in the best possible light. - Track KPIs such as pipeline growth, conversion rates, revenue closed, and customer acquisition cost efficiency. - Stay informed about industry trends, competitor offerings, and emerging cybersecurity tech developments to position Diopter effectively. Required Qualification - 8-12 years of experience in B2B SaaS sales, with a proven record of meeting or exceeding targets - Strong consultative selling and negotiation skills with experience handling end-to-end sales cycles - Excellent communication, presentation, and interpersonal skills - Proficiency in CRM and sales tools (HubSpot, Salesforce, Outreach, etc.) - Strategic thinker with high business acumen and a customer-first mindset - Self-motivated and driven by performance metrics in a fast-paced environment - Ability to collaborate across teams while working independently with accountability - Willingness to travel as required for client meetings and business development efforts - A strong network of industry contacts and an understanding of market dynamics in the cybersecurity solutions space are a plus