Account Executive - Pacific Northwest

ABOUT BLACK KITE Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence. We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike. WHY BLACK KITE We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place. THE OPPORTUNITY As a Commercial Account Executive covering the Pacific Northwest, you own the full sales cycle for small and mid-sized businesses in your territory — from first outreach to closed deal. You'll bring Black Kite's third-party cyber risk management platform to security and risk leaders who need a smarter way to manage vendor exposure, and you'll do it with the backing of a product that genuinely differentiates. This is the right role if you're a hunter who thrives in a high-velocity, consultative sales environment and wants to grow with a category leader. A defined territory with real whitespace — the Pacific Northwest commercial segment is an active growth priority for Black Kite A product that solves a real, board-level problem — third-party cyber risk is not a nice-to-have; it's a regulatory and business imperative Full sales support: SDR coverage, marketing pipeline contribution, and a Sales Engineering team that knows the product cold A leadership team that is accessible, data-driven, and invested in your development Competitive base + uncapped commission with accelerators above quota WHAT YOU'LL OWN Full sales cycle ownership: prospect, qualify, advance, and close net-new business across the Pacific Northwest territory Pipeline development: build and maintain a healthy, active pipeline of qualified SMB opportunities through outbound prospecting, channel partnerships, and marketing-sourced leads Executive engagement: navigate and sell into security and risk leadership (CISO, CIO, Head of TPRM) as well as operational buyers Channel collaboration: partner with regional channel partners to co-sell and expand market coverage across the territory Forecast accuracy: maintain clean, current opportunity documentation in Salesforce and deliver reliable forecast reporting to leadership Cross-functional partnership: work closely with Sales Engineering, Marketing, and Customer Success to move deals forward and set customers up for long-term success Feedback loop: bring field intelligence back to Marketing and Product — your conversations with prospects shape how Black Kite goes to market WHAT YOU BRING 3+ years of full-cycle sales experience in SaaS, cybersecurity, data, or analytics — with a track record of hitting or exceeding quota Experience selling to security or risk leadership (CISO, CIO, CRO, Head of TPRM/TPCRM) at the SMB or commercial level Consultative selling approach: you lead with the customer's problem, not the product pitch Strong regional network in the Pacific Northwest — existing relationships with end-users or channel partners is a plus Comfortable managing a high-velocity pipeline across multiple simultaneous opportunities Skilled at navigating multi-stakeholder deals and building relationships across levels of an organization Clean Salesforce hygiene and strong organizational discipline Clear, confident communication — written, verbal, and in front of an executive audience Bachelor's degree or equivalent professional experience PREFERRED Prior experience in the cybersecurity or third-party risk management space Familiarity with TPCRM, vendor risk, or compliance-driven sales cycles Established relationships with MSSPs, VARs, or regional channel partners in the Pacific Northwest Experience using sales engagement tools (Outreach, Salesloft, or equivalent) alongside Salesforce The expected total compensation range for this role is $180,000-$210,000 (base pay + commission). Compensation at Black Kite extends well beyond base pay — our total rewards program includes performance-based bonuses, equity, flexible healthcare options, paid time off, and retirement savings. This range reflects a nationwide market spectrum and will vary based on qualifications, role scope, complexity, and location.