[Hiring] OT Security Account Executive @DirectDefense

Role Description

As a Senior OT Account Executive, you will drive growth by helping organizations identify and address cybersecurity risks within their Operational Technology (OT) environments. You will own the full sales cycle, from prospecting and discovery through proposal development, negotiation, and close. Working alongside our OT security specialists, you will build relationships with technical and business leaders, develop solutions aligned with customer priorities, and consistently meet or exceed sales targets.

• Drive new business sales of OT cybersecurity services and solutions, managing the full sales cycle from prospecting through close.
• Consistently meet or exceed quarterly sales quotas by developing new accounts and expanding opportunities within existing OT customers.
• Conduct discovery calls with technical and business stakeholders to understand their OT environments, security priorities, operational requirements, and purchasing processes.
• Partner with OT security specialists to develop proposals and deliver presentations that connect recommended services and solutions to customer needs.
• Build and maintain a qualified pipeline across manufacturing, utilities, energy, chemicals, transportation, oil and gas, and other critical infrastructure sectors within your territory.
• Build relationships with OT, engineering, plant operations, IT security, and executive stakeholders to align teams and advance complex sales opportunities.
• Negotiate pricing, scope, and contractual terms in coordination with internal teams to close business.
• Build long-term customer relationships and coordinate with delivery teams to support a smooth transition from sale to engagement.
• Maintain accurate account records, opportunity details, pipeline updates, and sales forecasts in Salesforce to manage your territory effectively.

Qualifications

• At least 5 years of technology sales experience, preferably selling cybersecurity services or solutions.
• At least 2 years of experience selling to, supporting, or working in Operational Technology (OT) environments across manufacturing, utilities, energy, chemicals, transportation, oil and gas, or other critical infrastructure sectors.
• Demonstrated success identifying new business opportunities, building a pipeline, and closing complex sales in a competitive market.
• A proactive approach to prospecting and developing new accounts, supported by strong follow-through and accountability for results.
• Ability to work independently, manage a territory, and contribute to a small, collaborative sales team in a fast-paced environment.
• Strong relationship-building and communication skills, with the ability to engage technical stakeholders and senior business leaders.
• Strong organizational skills, including the ability to prioritize opportunities, maintain accurate forecasts, and manage multiple sales cycles.
• Experience using Salesforce or a comparable CRM to manage opportunities, track activity, and maintain pipeline visibility; Salesforce experience preferred.

Requirements

• Salary range: $110,000 - $150,000 + commission
• Work schedule: Monday through Friday
• Work hours: 40 hours a week

Benefits

• 401(k)
• AD&D Insurance
• Dental Insurance
• Disability insurance
• Health insurance
• Life insurance
• Vision insurance
• Flex PTO program
• Paid certification and continuing education

Company Description

Since coming together in 2011 to form DirectDefense, our team has delivered unmatched cybersecurity defense strategies. Whether we are performing assessments of networks, platforms, and applications or applying managed services to improve your organization’s security posture, we are focused on providing world-class services that don’t just work–they work for you.

OUR MISSION: We establish partnerships with our clients based on trust and results. We leverage our deep industry knowledge and expertise to identify and remediate blind spots in your security program, provide meaningful visibility of your entire enterprise, and align your organization with security best practices and compliance standards.

OUR VISION: We aim to protect organizations across all industries against advanced threats and attacks. In partnership with organizations, we will provide unmatched information security services designed to strengthen your overall security posture, close gaps, and track vulnerabilities through ongoing education and support.