Enterprise Identity Account Manager – Idira

Overview

In this role, you drive new business and expand key accounts for Idira’s Identity Security solutions within a dynamic security-focused organization. You act as a trusted advisor, leading complex, cross-functional sales cycles and translating client needs into measurable business outcomes. You work with partners and internal teams to craft strategic engagements that scale across enterprise customers. This is a consultative, outcome-driven role that leverages AI-enabled selling tools to influence decisions and accelerate growth. You’ll join a mission-driven, collaborative culture that values trust and impact, with a clear path to expanding footprint through channel and ecosystem partnerships.

Responsibilities

• Lead end-to-end sales processes from prospecting to close with quota accountability
• Manage pipeline and forecast using MEDDPICC and tools (Salesforce, Clari, Gong, Demandbase)
• Drive business outcomes with proactive negotiation and procurement actions
• Deliver consultative value by mapping Idira’s platform to customer priorities
• Build and maintain executive-level relationships across multiple stakeholder levels
• Coordinate with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across Idira’s portfolio
• Collaborate with channel partners, GSIs, hyperscalers, and alliances to extend reach and joint pipeline growth
• Own territory strategy, account planning, and whitespace identification
• Leverage AI-enabled tools to extract insights and tailor outreach
• Stay informed on cybersecurity trends to position Idira as a strategic partner

Key requirements

• Proven track record closing complex enterprise deals in cybersecurity or enterprise SaaS
• Experience growing new logos and expanding existing accounts
• Strong commercial judgment and quota ownership mindset
• Familiarity with identity security concepts (PAM, IAM, Zero Trust) and compliance-driven selling
• Experience working with channel partners, cloud providers, and GSIs for co-sell execution
• Executive presence and influencing skills across customer levels
• Commercial curiosity with ability to uncover customer pain points via active listening
• Proficiency with MEDDPICC and Command of the Message sales methodologies
• Experience using Salesforce, Clari, Gong, Demandbase or similar digital selling tools

• Executive presence
• Collaborative and coachable
• Resilience and team-oriented
• Identity security domain knowledge (PAM, IAM, Zero Trust)
• Cybersecurity and enterprise SaaS sales
• MEDDPICC, Command of the Message

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