Account Executive, Workforce (Internal Only)

Candidates must be current employees of the SANS Institute to be eligible for this position.

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications-the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

Why SANS?

At SANS, our culture is defined by three pillars: Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

What You'll Achieve at SANS

We are seeking an Account Executive, Workforce to join our Business Development - Enterprise Sales team. This role plays a key part in finding, qualifying, and closing new business within their assigned territory segment. This role partners with Core Account Executives to drive Security Awareness and Workforce Training solutions into aligned accounts while also pursuing greenfield opportunities independently. We are looking for an individual who has integrity, tenacity, humility, and a desire to pursue excellence. The right individual would also be a self-starter who is adaptable, has excellent communication skills, can be relied on, is detail-oriented, and can work well individually or as part of a team.

As an Account Executive, Workforce, you will:

• Partner with Core Account Executives to identify and close Security Awareness and Workforce Training opportunities within aligned accounts.
• Prospect and develop greenfield/net new opportunities
• Create detailed territory account plans outlining go-to-market strategy
• Accurately forecast revenue attainment.
• Achieve individual revenue quota.
• Proactively qualify business solutions required to address customer requirements, assess customers met and unmet needs, and recommend solutions that optimize value for both the customer and the firm.
• Articulate the value proposition of SANS Security Awareness and Workforce Training products and help customers understand how these solutions improve their organization's security posture and reduce human risk.
• Coordinate closely with internal sales support, product management, product marketing, and service resources to align solution design with customers' business requirements.
• Secure commitments from business stakeholders needed to ensure deal closure.
• Opportunistically pursue additional business development opportunities within customer accounts.
• Maintain accurate and thorough records for customer calls, emails, notes, tasks, demos, and other relevant information in Salesforce.
  
• Perform other related duties as assigned.

What We're Looking For

Every SANS employee brings something unique. For this role, we're looking for candidates with:

• You must be a current employee of the SANS Institute to be eligible for this position.
• Minimum two years of sales experience in a business-to-business environment.
• Familiarity with SANS Security Awareness and Workforce Training products and experience selling them.
• Full-cycle sales experience from prospecting through close.
• Proficiency in prospecting into new accounts, including cold calling.
• Ability to present solutions via web conference and advance the sale remotely.
• Ability to qualify opportunities into the pipeline, as well as out of the pipeline to prioritize time and resources.
• Ability to build relationships and trust with business and technical decision makers.
• Excellent verbal and written communication skills.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Preferred qualifications include:

• Selling experience in cybersecurity.
• Four-year college degree from an accredited institution.
  

Benefits and Perks of Working at SANS

We're committed to fair and equitable compensation. The expected salary range for this position is $65,000-70,000 base + commission, depending on geographic location, skills, and experience. At SANS, pay equity and transparency are priorities.

We offer a comprehensive benefits package that supports your total well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Financial Benefits: Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• Health & Wellness: Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
• Time Off & Flexibility: Generous paid time off, including volunteer time.
• Learning & Development: Access to professional development and SANS training opportunities.

Flexibility and Balance at SANS

We support our colleagues with the tools and flexibility they need to thrive, both professionally and personally. As a primarily remote work environment, we are committed to maintaining strong connections, collaboration, and a vibrant culture across virtual teams. While most roles operate remotely, some positions may require occasional in-person presence depending on role-specific or business needs.

SANS is an Equal Employment Opportunity Employer

SANS is proud to be an Equal Opportunity Employer. We do not discriminate based on race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, disability, or any other federal, state, or local protected class.

If, because of a medical condition or disability, you require a reasonable accommodation during the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

US Job Seekers: Click here to view the "Know Your Rights" poster.

SANS complies with all applicable state and local laws regarding the consideration of applicants with arrest or conviction records. For positions governed by federal and/or state banking regulations, SANS will adhere to relevant requirements when evaluating candidates with criminal histories.

Employment eligibility in the United States is required. SANS does not provide visa sponsorship for this position.