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CobaltEnterprise Account Director
Cobalt is recruiting a remote, full-time Enterprise Account Director to win new enterprise customers for its Pentest as a Service platform. The role is primarily a…
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About This Role
Cobalt is recruiting a remote, full-time Enterprise Account Director to win new enterprise customers for its Pentest as a Service platform. The role is primarily a hunter position focused on opening net-new accounts across a North Central United States territory, with a secondary responsibility to grow existing customers. The candidate must live in the territory or be willing to be based there. The territory covers North Dakota, South Dakota, Nebraska,…
Job Description
Cobalt is recruiting a remote, full-time Enterprise Account Director to win new enterprise customers for its Pentest as a Service platform. The role is primarily a hunter position focused on opening net-new accounts across a North Central United States territory, with a secondary responsibility to grow existing customers. The candidate must live in the territory or be willing to be based there.
The territory covers North Dakota, South Dakota, Nebraska, Kansas, Minnesota, Iowa, Missouri, Michigan, Wisconsin, Illinois, Indiana, Ohio and Kentucky, with major markets such as Chicago, Minneapolis, Detroit, Columbus, Indianapolis, Kansas City and St. Louis. In-person travel to meet prospects accounts for about 25 percent of the time.
The job covers the full sales cycle, from territory planning and outbound prospecting through negotiation and close. The director sells scoped, human-led penetration testing to security and engineering leaders and ties testing to drivers such as SOC 2, PCI, HIPAA and customer security questionnaires. Expansion work includes partnering with Customer Success on additional assets, new business units and renewals. The territory plan emphasizes regulated industries such as financial services, healthcare and insurance, along with manufacturing and SaaS. Accurate forecasting and clean Salesforce pipeline management are expected.
According to the posting, the platform can have customers testing within 24 hours and draws on a vetted Cobalt Core community of testers. Compensation is on-target earnings of $250,000 to $300,000, split evenly between base salary and uncapped commission.
Responsibilities
- Plan territory and account strategies that prioritize regulated industries, manufacturing and SaaS
- Build an outbound-led pipeline through prospecting, executive outreach, events and partner referrals
- Research target accounts for triggers such as compliance deadlines, audits and leadership changes
- Map buying groups across security, product, IT and engineering
- Lead new accounts from first meeting to close, including procurement, legal and security review
- Run discovery that links testing to business drivers and lead scoping conversations
- Negotiate and close enterprise agreements that include initial credit commitments
- Work with Customer Success on expansion, renewals and upsell opportunities
- Collaborate with Solutions Architects and Channel Partners across the customer lifecycle
- Forecast accurately and maintain clean pipeline records in Salesforce
Requirements
- 5+ years of enterprise sales experience in SaaS or cybersecurity with a strong new-logo acquisition record
- Proven ability to source your own pipeline through outbound prospecting
- A track record of meeting or exceeding quota, mostly from net-new business
- Experience closing complex, multi-stakeholder deals of $100K+ annual contract value with 90 to 180 day sales cycles
- Experience selling to CISOs, AppSec leaders or engineering buyers
- Ability to expand and renew within an install base while keeping new logos as the priority
- Residence in the territory or willingness to be based there
- Curious, accountable and collaborative, and comfortable using automation, AI and data insights in selling
Qualifications
- Experience selling penetration testing, application security or compliance-driven security such as SOC 2, PCI or HIPAA
Core Skills
Benefits
- 401(k) in the US or pension in the EU
- Medical, dental, vision and life insurance in the US, or statutory healthcare in the EU
- Stipends for wellness, home-office equipment and internet, and learning and development
- Flexible paid time off and paid parental leave
- Equity plan
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Where does the candidate need to live?
The posting lists the role as remote, but the candidate must reside in the territory or be willing to be based there. The territory covers 13 states across the North Central US and nearby Midwest.
How is compensation structured?
On-target earnings are $250,000 to $300,000, split evenly between base salary of $125,000 to $150,000 and variable commission of the same range. The posting says commission is uncapped, with accelerators on new logos, plus equity.
How much travel is involved?
The posting says about 25 percent travel is expected to meet prospects in person across the region.
What experience is required?
The posting requires 5+ years of enterprise sales experience in SaaS or cybersecurity, with a proven new-logo acquisition record.
Sample Interview Questions
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