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, strengths, and cultural fit while simultaneously providing you with a clear understanding of our company, our ways of working, and the expectations specific to the role you’re seeking. To this end, our interview process incorporates a combination of:
- Initial one-on-one interviews with a recruiter and manager
- Panel interviews with the team
- Candidate challenge - a role-specific challenge designed for you to showcase your strengths and allow us to assess your skills in a hands-on exercise
- A final interview, conducted either remotely or in-person if we haven't yet met face-to-face in previous rounds
How we take care of you
- 🏡 Fully remote: runZero is a 100% remote company! While we aim to gather annually for kick-offs, our team thrives in the flexibility and freedom that remote work provides.
- 🥕 Benefits: We prioritize the well-being of our team members, which is why runZero pays for 100% of the premium platinum-level medical, vision, dental, life, and short-term disability coverage for you and your dependents.
- 🔐 401(k): We match 4% of 401(k) contributions
- 🏝️ Time off: We offer unlimited PTO, 11 official company holidays, and a recharge week at the end of the year
- 🍼 Paid parental leave: We offer 12 weeks of paid parental leave
- 🎉 Culture of collaboration: Our team is diverse, representing various backgrounds and perspectives, which fosters an inclusive and vibrant environment. With flexible schedules and supportive coworkers who listen to one another, runZero promotes a culture of collaboration.
- And more!
For more information on what it's like to work at runZero, please visit our employee spotlight page!
Applications
runZero positions are currently restricted to the United States and the United Kingdom. All other International applications will not be considered.
runZero is an Equal Opportunity Employer and does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status, marital status, ancestry, nationality or any other basis covered by applicable law.
We encourage under-represented applicants to apply, even if you don’t think you fit 100% of the criteria (nobody ever does)!