Account Executive

About this role

Job description Kiteworks is hiring a Commercial Account Executive to own the full sales cycle for mid-market accounts across our East region — from first outreach through close and into expansion. You’ll lead a partner-first, solution-selling motion into IT, security, and compliance buyers, building pipeline, driving value-based conversations, and managing sales resources to hit predictable, forecastable targets. We’re looking for someone who is deeply curious about why organizations struggle to control their sensitive data and what’s really driving a prospect’s urgency, not just what’s written in the RFP, and who is relentlessly delivery-focused — someone who treats a closed-won deal, not a full pipeline, as the real scoreboard, and brings the same discipline to forecasting and follow-through that they bring to prospecting. This role reports to the VP of East Sales and requires residency in DC, MD, PA, OH, or MI. What you’ll do Own the full sales cycle for assigned mid-market accounts — from prospecting through close and into expansion — balancing new-logo acquisition with growing revenue in the existing customer base. Sell to key stakeholders including CIOs, CISOs, IT executives, and line-of-business leaders, positioning Kiteworks ’ data governance and secure data exchange platform against their risk and compliance priorities. Prospect new business by combining your own outreach with Partner, Sales, and Marketing resources, and build durable partner relationships that generate repeatable pipeline. Lead a consultative, solution-based sales approach — identifying customer pain, aligning the right solution, and demonstrating clear business value at every stage. Prioritize opportunities and apply the right resources at the right time, keeping deals moving and customer satisfaction high throughout the cycle. Build a predictable, credible forecast and sales process, using Salesforce and other sales tools to track activity, pipeline, and revenue against target. Represent Kiteworks at customer meetings, industry events, and exhibitions, delivering presentations that translate technical capability into business outcomes. Protect customer and prospect data by following secure handling practices and ensuring compliance with data protection policies during all sales activities. What you’ll bring 3–5 years of B2B sales experience, with a track record of managing full sales cycles and consistently meeting or exceeding quota. Experience selling to senior stakeholders (CIOs, CISOs, IT and business executives), ideally with exposure to data privacy, third-party risk management, secure file transfer, network infrastructure, security, or compliance. Proven ability to build and leverage partner and customer relationships to source and close new business. Strong solution-selling and consultative skills, with the communication skills to build trust quickly across technical and business stakeholders. Resilience and flexibility, with a demonstrated history of consistent quota over-achievement and the willingness to travel frequently. Uses AI as a matter of routine across most day-to-day tasks — not occasionally — and can evaluate AI output critically rather than accepting it at face value; never inputs customer, prospect, or confidential company data into AI tools without approval. Must reside in DC, MD, PA, OH, or MI. Preferred 4-year degree or equivalent practical experience. Experience creating new opportunities and building a book of business in an emerging territory or product line. About Kiteworks The Kiteworks single-tenant-by-design virtual appliance delivers full data sovereignty, governing employees’ and AI agents’ access to, use, and sharing of sensitive data under the same identity, policy, encryption, and audit controls. Compliance is built in, not bolted on. The values that define us Execution – We deliver results with focus, ownership, and consistency. Our teams take initiative, solve challenges proactively, and continuously optimiz

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