Commercial Account Executive

Description

The Commercial Account Executive is an individual-contributor sales position responsible for retaining and expanding a portfolio of approximately 100 existing Tufin customers.

The successful candidate will develop strong relationships with customers and channel partners, identify new business opportunities within the existing account base, and drive the cross-sell and upsell of additional Tufin solutions. This person will be responsible for building qualified pipeline, executing strategic account plans and delivering consistent and accurate revenue forecasts.

The role requires a proactive seller who can combine disciplined prospecting with consultative selling, partner engagement and strong operational execution. The candidate must be comfortable communicating Tufin’s value to technical, business and executive stakeholders.

Core Capabilities

1. Selling, Prospecting and Account Development
2. Cybersecurity Knowledge and Consultative Value Selling
3. Forecasting, Pipeline Management and Operational Discipline
4. Energy, Accountability and Execution

Areas of Responsibility

• Retain and grow revenue across an assigned portfolio of approximately 100 existing customer accounts.
• Develop strategic account plans that identify key stakeholders, business priorities, competitive risks and opportunities for expansion.
• Build and maintain a strong, qualified pipeline of upsell and cross-sell opportunities across the Tufin portfolio.
• Proactively generate opportunities through customer outreach, digital prospecting programs, partner engagement and account-based sales activities.
• Develop a strong understanding of Tufin’s platform, product capabilities, competitive positioning and customer use cases.
• Present effectively to technical, business and executive-level stakeholders.
• Navigate complex sales cycles involving technical validation, procurement, legal review and executive approval.
• Build trusted relationships with channel partners and execute scalable, one-to-many partner sales activities.
• Collaborate with Customer Success, Solutions Engineering, Professional Services, Marketing, Legal and other internal teams to support customer retention and growth.
• Maintain an accurate and timely forecast based on documented customer outcomes, decision criteria, next steps, risks and expected close dates.
• Maintain complete and accurate account and opportunity information in Salesforce, including deal stages, close dates, next steps and forecast categories.
• Apply disciplined qualification throughout the sales cycle and proactively identify risks that could affect deal progression, timing or customer retention.
• Meet or exceed individual renewal, expansion and new-business targets.
• Attend customer meetings, industry forums, trade shows and company events as required.

Requirements

• A minimum of three years of experience selling enterprise software or technology-based solutions.
• At least two years of direct, quota-carrying sales experience.
• Cybersecurity sales experience is strongly preferred.
• A demonstrated history of meeting or exceeding individual revenue targets.
• Proven ability to retain and expand existing customer relationships through consultative selling.
• Demonstrated ability to accurately forecast revenue, manage pipeline and maintain strong CRM discipline.
• Ability to clearly communicate deal status, customer commitments, risks, next steps and expected timing during regular forecast reviews.
• Proficiency with Salesforce and other sales engagement, forecasting and prospecting platforms.
• Experience developing account plans, mapping stakeholders and navigating complex organisational buying structures.
• Experience working with channel partners to identify, develop and close business.
• Experience using a structured sales qualification methodology.
• Strong business judgement, personal accountability and sense of urgency.
• Excellent collaboration skills and the ability to build trusted relationships internally and externally.
• Excellent written and verbal communication skills, ranging from persuasive one-to-one conversations to formal group presentations.
• Ability to travel as required, including occasional overnight travel and attendance at company events.

Originally posted on Himalayas