Identity Security Sales Specialist

The Role

We are seeking a high-performing Commercial Identity Security Sales Specialist to drive net-new revenue for BeyondTrust’s Entitle solution within a defined U.S. territory. This is a strategic hunter role focused on acquiring and expanding commercial accounts within complex, multi-stakeholder environments.

In addition to owning direct sales opportunities end-to-end, this role will operate in an overlay capacity across other Commercial Account Executives’ territories. You will serve as the Identity Security subject matter expert, partnering with aligned sellers to identify, influence, and close opportunities where Entitle is a strategic fit. Success in this role requires strong cross-functional collaboration, influence without authority, and the ability to drive urgency across a matrixed sales organization.

Entitle is a foundational component of BeyondTrust’s privilege-centric Identity Security strategy, enabling organizations to eliminate excessive and standing privileges—commonly referred to as Paths to Privilege™—across cloud and hybrid environments. You will lead consultative engagements that help organizations reduce their attack surface through least-privilege and just-in-time access models while maintaining operational efficiency.

What You’ll Do

• Own and execute a strategic territory plan focused on net-new commercial acquisition.
• Drive full-cycle sales motions from prospecting through close within your assigned accounts.
• Operate as an overlay specialist across aligned Commercial Account Executives, identifying and advancing Entitle opportunities within their territories.
• Build strong internal partnerships with Commercial AEs to create joint account plans and pipeline acceleration strategies.
• Generate pipeline through proactive prospecting, executive outreach, partner collaboration, and targeted account strategies.
• Lead complex, multi-threaded sales engagements within commercial organizations.
• Engage C-level and senior security stakeholders (CISO, CIO, VP Security, Cloud Security leaders) in outcome-driven security conversations.
• Deliver consultative discovery centered on privilege risk reduction, identity governance, and cloud security posture.
• Coordinate cross-functional resources (Sales Engineering, Channel, Marketing, Professional Services, Customer Success) to accelerate deal progression and ensure successful outcomes.
• Develop compelling business cases and ROI-driven proposals aligned to customer security initiatives.
• Accurately forecast and manage pipeline using Salesforce, maintaining disciplined deal inspection and territory hygiene.
• Consistently meet and exceed quarterly and annual revenue targets across both direct and overlay motions.
• Represent the company at industry events, executive briefings, and partner engagements.

What You’ll Bring

• 5+ years of experience selling commercial SaaS, cybersecurity, or cloud security solutions.
• Experience operating in both direct quota-carrying and overlay/specialist sales models.
• Demonstrated success closing complex deals in competitive markets.
• Proven ability to influence peer sellers and drive alignment across a matrixed sales organization.
• Experience selling into security organizations and engaging C-level stakeholders.
• Strong understanding of Identity & Access Management (IAM), Privileged Access Management (PAM), Cloud Security, Endpoint Security, or related domains.
• Skilled in consultative selling, executive alignment, and value-based positioning.
• Experience building and executing territory and account-based sales strategies.
• Proficiency with Salesforce (SFDC) and disciplined forecasting practices.
• Exceptional communication, negotiation, and stakeholder management skills.

High integrity, resilience, and comfort operating in a performance-driven environment.

Better Together

Diversity. Inclusion. They’re more than just words for us. They are the guiding values of how we build our teams, cultivate leaders, and create a culture where people feel connected.

We take care of our employees so they can take care of our customers. Customers who come from all walks of life just like us. We hire incredible people from diverse backgrounds because when we are different together, we are stronger together.