Upmarket Account Executive
•Brex· 11h
💼 Sales⏰ Full-time⭐ Senior💰 $165k-205k🇨🇦 Vancouver, Canada
11h ago
Fortreum·2 days ago
Fortreum is a trusted leader in cloud and cybersecurity services, ranked in the Top 5 FedRAMP Third Party Assessment Organizations (3PAO). We provide independent, third-party and vendor-agnostic regulatory assessment and advisory services, coupled with advanced cybersecurity offensive and compliance technical services to our clients. Our comprehensive service portfolio includes regulatory compliance (FedRAMP, FISMA, SOC, ISO, HIPAA, CMMC, PCI) and technical security services (Penetration Testing, Red Teaming, Social Engineering, Attack Surface Analysis and others).
Working with Fortune 500 companies and leading cloud service providers, we've built our reputation on our service-delivery excellence and unwavering commitment to client success. Our rapid growth creates exceptional opportunities for driven professionals to make their mark in the cybersecurity industry with a focus on our core values:
Quality matters most
Customer-driven mindset
Autonomy to do your job
Personal accountability/stewardship
On our team, you will have the opportunity to work with industry-leading experts who've supported the world's biggest cloud providers.
This position offers an exciting opportunity for a motivated individual to contribute to the growth and success of Fortreum. You'll gain invaluable experience, expand your skill set, and play a pivotal role in Fortreum's growth story.
Fortreum is seeking exceptional Enterprise Account Executives to drive expansion within our most strategic customer accounts. This role combines consultative relationship management with technical acumen to maximize Net Revenue Retention (NRR). You will own a dedicated portfolio of high-ARR customers, acting as their strategic partner to navigate complex cybersecurity roadmaps, drive adoption of the XRAMP Platform, and unlock new service opportunities across their organization.
Specifically, you would work closely with all members of the team supporting the following work activities:
Drive revenue growth within assigned enterprise accounts, identifying and executing on multi-million ARR expansion opportunities.
Lead executive-level engagements, including multi-stakeholder QBRs, with senior leadership at major tech organizations (e.g., AWS, Palo Alto Networks, zScaler, SAP NS2, IBM).
Develop strategic account plans, influence decision-makers across the organization, and collaborate cross-functionally to deliver value and ensure long-term client success.
Drive Account Growth & Retention: Own the gross renewal number and upsell/cross-sell targets for a defined book of key accounts.
Strategic Account Planning: Build and execute Enterprise Account Plans (EAP) with customer stakeholders to align Fortreum services (Assessment, Advisory and Labs Technical Testing) with their multi-year security roadmap.
Lead executive-level Quarterly Business Reviews (QBRs) to demonstrate ROI, review engagement metrics, and identify expansion opportunities.
Collaborate with Delivery Leads to identify whitespace in current engagements and ensure seamless services.
10+ years of experience in Enterprise Account Management in cybersecurity.
Proven experience managing and growing large enterprise accounts, with a track record of multi-million ARR expansion in the tech sector.
Demonstrated ability to navigate complex organizational structures and engage C-level executives in multi-party discussions and QBRs.
Strong strategic thinking, relationship-building, and executive communication skills, with a consultative approach to driving account growth.
Documented history of maintaining NRR (Net Revenue Retention) above 115%.
Experience negotiating Master Services Agreements (MSAs) and complex renewal contracts.
Ability to articulate the value of XRAMP Platform and Fortreum’s continuous assessment and testing strategies vs traditional point in time efforts.
Familiarity with selling technical offensive security services (Penetration Testing, Red Teaming) alongside GRC advisory.
Ability to translate technical vulnerabilities into business risk.
Require demonstrable experience with relevant compliance frameworks like NIST, SOC 2, ISO, CMMC, or FedRAMP
Strong technical understanding of cybersecurity concepts and technologies.
Willingness to travel up to 40% of the time, primarily for domestic travel to client sites and industry events.
$120,000 - $135,000 annual salary, OTE $250,000 - $300,000
What Fortreum Offers
We offer a competitive compensation package, where you will be rewarded based on your performance/outcomes and recognized for the value you bring to our business. You will be a part of something special as we continue to grow. The founders have a proven track record of successful company acquisitions/exit of both small and mid-market cybersecurity organizations. Our benefits package includes medical insurance, dental insurance, vision insurance, company paid short-term disability, company paid long-term disability, company paid AD&D and life insurance, flex time off, annual bonuses, training stipends, certification reimbursements, access to over 30,000 free online training courses, personal cell phone allowance, new hire and annual home office stipend, spot awards and eleven paid holidays.
An Affirmative Action and Equal Opportunity Employer
Fortreum is an Affirmative Action and Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability. If you’d like to view a copy of the company’s affirmative action plan or policy statement, please email [email protected]. If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected] or call 703-594-1460. This email and phone number is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only messages left for this purpose will be returned. Messages left for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response.
In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification form upon hire.