Enterprise Account Executive (SoCal)

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations.

Location: Southern California

About the Role:

Arctic Wolf is seeking a high character, curious, and coachable Enterprise Account Executive to drive our growth across the Southwest region. This role is a critical contributor to our continued momentum as you lead new enterprise customer acquisition and expansion across our full cybersecurity services portfolio.

As an Enterprise Account Executive, you will own the full sales cycle, from proactive pipeline generation to deep discovery, solution alignment, and multithreaded deal orchestration. You will partner closely with your SE, channel ecosystem, field marketing, customer success, and sales development teams to build and advance high quality opportunities.

This position serves as the face of Arctic Wolf in the Southwest, representing our culture with integrity, curiosity, collaboration, and disciplined execution. We are looking for someone with a strong motor—a seller who shows up consistently, drives pipeline with intention, embraces coaching, and operates with rigor through frameworks like MEDDPICC.

If you are driven to learn, eager to elevate your craft, and excited to help customers reduce cyber risk through a comprehensive security operations platform, this is a high impact opportunity to lead and win in a strategic territory.

Responsibilities:

• Consistently achieve quarterly and annual sales targets through a disciplined, structured sales process.
• Drive net new‑ pipeline through proactive prospecting, partner collaboration, events, and discovery outreach.
• Understand and articulate Arctic Wolf’s Security Operations solutions, value, and competitive differentiation.
• Maintain accurate CRM data, forecasts, and sales hygiene while operating efficiently across internal tools.
• Manage 10–20 active enterprise sales cycles per quarter while developing longer-term‑ strategic pursuits.
• Qualify and position opportunities effectively using value based‑ messaging and competitive insights.
• Partner with internal demand generation, SDRs, marketing, and channel teams to build and advance territory pipeline‑.
• Lead the sales process end-to-end‑ as the quarterback, ensuring momentum and strong prospect engagement.
• Build and grow relationships with reseller and channel partners to expand pipeline and strengthen competitive position.
• Leverage personal networks and partner relationships to source new leads and expand reach.
• Attend field events and trade shows (8–10 per quarter) to drive pipeline and increase Arctic Wolf presence.
• Travel regularly within the territory to meet with prospective customers and advance opportunities.
• Collaborate with sales leadership on strategic territory planning and execution.
• Lead weekly territory calls and keep strong communication across SEs, marketing, channel, and inside sales.
• Strengthen alignment with SE counterparts to deliver a seamless, unified customer experience.
• Work closely with channel teams to support strategic partners and drive Cosell‑ success.

Required Skills and Experience:

• Bachelor’s degree in business, finance, economics, computer science, information systems, or equivalent experience.
• 5+ years of quota carrying‑ sales experience in cybersecurity, SaaS, or a related technical field, with a strong record of consistent overachievement.
• Proven success in value based‑ selling, including running deep discovery, quantifying business outcomes, and aligning solutions to strategic initiatives.
• Demonstrated ability to self generate‑ pipeline through disciplined prospecting, partner engagement, and field driven‑ activities.
• Experience selling to mid‑market and enterprise customers (versus Fortune 500 only), with an understanding of multi‑threaded buying processes.
• Strong capability to translate technical cybersecurity concepts into clear business level‑ impact for both technical and non‑technical audiences.
• High proficiency with CRM platforms, sales productivity tools, and general technology workflows (e.g., spreadsheets, communication tools).
• Curious and coachable, with a proven desire for continual improvement, skill development, and adopting new methodologies quickly.
• High character and integrity, representing the company with professionalism, accuracy, and trustworthiness at all times.
• High motor and self-starter‑ drive, with excellent organization, territory discipline, and follow-through‑.
• Ability to operate effectively in a fast paced‑, rapidly changing environment and collaborate across SEs, SDRs, channel, marketing, and customer success teams.
• Strong written and verbal communication skills, with the ability to influence at multiple organizational levels, including executive stakeholders.

On-Camera Policy:

• To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews.
• Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers.
• We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.

About Arctic Wolf:

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA(2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.

Our Values:

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good. We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.  We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.

All wolves receive compelling compensation and benefits packages, including:

• Equity for all employees
• Flexible time off and paid volunteer days
• Training and career development programs
• Comprehensive private benefits plan including medical, mental health, dental, disability, and value-added services
• Robust Employee Assistance Program (EAP) with mental health service
• Fertility support and paid parental leave
• Superannuation Fund that Arctic Wolf pays into

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing [email protected].

Security Requirements:

• Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).
• Background checks are required for this position.
• This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these laws and regulations.