Account Manager (ENT/Strategic) (Remote) (Austin, Texas)

KnowBe4 empowers the modern workforce to make smarter security decisions every day. Trusted by more than 70,000 organizations worldwide, KnowBe4 is the pioneer of digital workforce security, securing both AI agents and humans. The KnowBe4 Platform provides attack simulation and training, collaboration security, and agent security powered by AIDA (Artificial Intelligence Defense Agents) and a proprietary Risk Score. The platform leverages 15-years of behavioral data to combat advanced threats including social engineering, prompt injection, and shadow AI. By securing humans and agents, KnowBe4 leads the industry in workforce trust and defense.

The Account Manager (Enterprise/Strategic) position is responsible for managing assigned customer accounts and maximizing all sales opportunities within those accounts. More specifically, this position will be charged with promoting and selling KnowBe4’s additional products and services to businesses (organizations with 1501+ employees), with the objective to achieve and exceed monthly sales quota. This can be achieved by targeting your book of business and maximizing cross sale opportunities, increasing subscription levels and adding on additional seats due to account growth. This role will work closely with the Customer Success Manager to ensure increased ARR and more product suite adoption by our customers.

Responsibilities

Promote and sell KnowBe4’s range of products and services

Build and maintain a pipeline of potential cross sale, add-on and upgrade opportunities by developing and managing relationships with your assigned accounts

Identify key decision makers while developing and qualifying cross sale, add-on and upgrade opportunities

Articulate the value proposition of KnowBe4’s full suite of products and help the customer understand how it will improve their business’s security awareness training (and security overall)

Achieve or exceed monthly quotas and/or targets

Be well versed in KnowBe4’s product offerings and promote the products and services at trade shows as requested

Follow up on marketing leads to generate sales opportunities and pipeline

Act strategically in offering or negotiating discounted pricing, in line with established policies and procedures

Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos and other relevant information in compliance with the Administration Policy

Support in the renewal process where there is an opportunity to grow the account

Work with those Customer Success Managers and Renewal Specialists assigned to your customer accounts to the end of your customers increasing their commitment and use of the Knowbe4 Product Suite

Minimum Qualifications

Bachelor's Degree strongly preferred (exceptions may be made for military experience). Degree in any field acceptable, but a plus if Cybersecurity, Computer Science, IT, Business, Marketing.

• Proven track record selling to EVP and C-level (CISOs and Security Teams a plus)
• 5+ years SaaS sales experience (Cybersecurity preferred but not required)
• Experience selling deals $500K+ in the Enterprise segment

Experience selling multi-year deals

• International: English and local language proficiency required.
• Has demonstrated expertise in value-based selling methodologies with enterprise accounts

Executive-level presentation and communication skills

Experience with strategic account planning and management showing measurable account growth

Experience managing and progressing opportunities involving multiple stakeholders

Has a track record of managing and closing complex, multi-year deals with multiple stakeholders

• Experience creating and communicating compelling business cases
• Experience with consultative selling approach and value selling methodology

Experience handling technical objections

• Skilled in running discovery conversations and managing tailored product demonstrations
• Technical aptitude with experience using sales tools
• Experience with CRM systems (preferably Salesforce)

Experienced with pipeline management & accurate forecasting

• Familiarity with standard concepts, practices and procedures within the IT Security Field
• Experience with Salesforce and Gmail

Network or Security Plus preferred

Proven track record of grit and resilience in challenging situations, with high performance under pressure

Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit

• History of setting and achieving ambitious personal or professional goals
• Track record of leadership in team settings
• Demonstrated interest in cybersecurity sales

Quick learner with strong listening skills

• Strong written and verbal communication skills, with previous presentation experience
• Excellent phone presence and professional demeanor
• Time management and organizational skills
• Ability to handle rejection and maintain persistence
• Stats driven business professional
• Motivated, energetic self-starter
• Strong collaborative and teamwork skills
• Must be able to work with minimum supervision

Must have a General understanding of

Human Risk Management & challenges faced by IT / InfoSec Teams / Compliance & Board Members

• Basic network and email security concepts
• SIEM/SOAR platforms
• Zero Trust Architecture
• Cloud security architecture
• Phishing attack vectors
• Identity & Access Management
• Security orchestration and automation

General understanding of Security Technology Stack

• Enterprise IAM solutions (Okta, Ping, Azure AD)
• SIEM platforms (Splunk, QRadar, LogRhythm)
• EDR platforms (CrowdStrike, Carbon Black, SentinelOne)
• Cloud security (AWS Security Hub, Azure Security Center)
• Email security solutions

GRC platforms

• Genuine curiosity and strong desire to learn about cybersecurity and technical concepts
• Basic computer literacy and comfort with business applications
• Ability to quickly grasp and explain basic technical concepts
• Ability to translate complex topics into simple terms
• Interest in keeping up with current technology and cybersecurity trends

Proven track record of grit and resilience in challenging situations, with high performance under pressure

Collegiate athlete or competitive sports background demonstrating rigorous discipline, teamwork, dedication, and competitive spirit

• History of setting and achieving ambitious personal or professional goals
• Track record of leadership in team settings

Our Fantastic Benefits

We offer company-wide bonuses based on monthly sales targets, employee referral bonuses, adoption assistance, tuition reimbursement, certification reimbursement, and certification completion bonuses - all in a modern, high-tech, and fun work environment. For more details about our benefits in each office location, please visit www.knowbe4.com/careers/benefits.

Note: An applicant assessment and background check may be part of your hiring procedure.

Individuals seeking employment at KnowBe4 are considered without prejudice to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, sexual orientation or any other characteristic protected under applicable federal, state, or local law. If you require reasonable accommodation in completing this application, interviewing, completing any pre-employment testing, or otherwise participating in the employee selection process, please visit www.knowbe4.com/careers/request-accommodation.

No recruitment agencies, please.