Why This Job is Featured on The SaaS Jobs
Enterprise SaaS sales roles that sit at the intersection of security and compliance are increasingly central as more software buying is driven by risk management and regulatory readiness. This Account Executive III remit is notable for its focus on Microsoft Security, M365/Azure, and common assurance frameworks, reflecting a segment of the SaaS ecosystem where technical credibility and stakeholder navigation matter as much as classic pipeline motion.
For a SaaS career, the durable value here is learning to run full-cycle, higher-complexity deals that involve multiple functions (security, IT, GRC, finance, and executive leadership). The work naturally builds fluency in translating technical and compliance requirements into commercial outcomes, maintaining forecast discipline, and coordinating with sales engineering and delivery—skills that transfer across security SaaS, compliance tooling, and platform-led go-to-market models. The mentoring and best-practice sharing component also signals exposure to sales org operating rhythms beyond individual quota.
This role tends to fit sellers who prefer structured discovery, rigorous CRM hygiene, and deliberate prioritization of high-value opportunities. It suits professionals comfortable operating with autonomy, communicating clearly across teams, and engaging senior stakeholders where ambiguity is common and solution shaping is part of the sales process.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
OT earnings (base + commission): $126,000-$200,000+
You’re a seasoned, consultative B2B seller with strong technical aptitude who can run full-cycle deals with minimal day-to-day direction. You lead complex discovery sessions, shape solutions across cybersecurity + compliance, influence senior stakeholders, and consistently prioritize the highest-value opportunities. You also mentor peers and share best practices across the sales org.
- I have in-depth specialist knowledge of Microsoft Security and compliance services/frameworks (e.g., SOC 2/ISO 27001/ISO 42001/CMMC), and I actively share my Microsoft/compliance expertise and sales best practices with others.
- I work with customers of diverse scope and can confidently uncover needs even in ambiguous situations, networking with senior internal and external stakeholders across security and compliance.
- I use my knowledge to prioritize the highest-value opportunities and accurately scope the time and resources needed (security + compliance) to win and deliver on deals.
- I’m a clear, proactive communicator across teams, escalating blockers early and coming prepared with options and solutions to keep deals moving.
- I build strong cross-functional relationships and influence peers and stakeholders to drive collaboration, alignment, and results.
- I regularly seek input from peers and external sources, stay current on Microsoft Security and compliance trends, and continuously improve through self-awareness and targeted development.
What You’ll Sell
- Cybersecurity plans built on Microsoft security capabilities (including MDR / SIEM via Microsoft Sentinel + SOC support)
- Managed Security delivers ongoing proactive and reactive M365 monitoring, alerting & remediation. Deploys policy updates, regular patching, breach response, vulnerability management (Platinum offer required), dedicated security engineering team and managed Quarterly Business Reviews (QBRs)
- Managed Compliance for frameworks such as SOC 2, ISO 27001, ISO 42001, CMMC, including automation and services like penetration testing/auditor support
- Managed Helpdesk (8x5, 24/5, 24/7) and IT operational support
- Migrations to Microsoft 365 supports organizations moving email, file, collaboration workloads, servers, identity, phones and Azure resources into Microsoft 365 and Azure. A structured repeatable implementation service designed for a smooth transition into the Microsoft Cloud.
Responsibilities and Primary Goals
Pipeline Generation (Inbound + Outbound)
- Own your pipeline by managing inbound leads and consistently execute against outbound prospects generated by our outbound team or on your own via email, phone, LinkedIn, partner outreach.
- Build and maintain a target account list, identify key stakeholders (IT, Security, Compliance, Finance, CEO), and run structured multi-touch sequences.
- Collaborate with marketing/partners to convert inbound interest and generate new opportunities through outbound and referrals.
Consultative Selling & Deal Ownership
- Lead sales discovery sessions to uncover risk drivers, compliance requirements, business goals, timeline, and budget.
- Position and sell BEMO’s offerings across cybersecurity, managed compliance, and related services (e.g., Microsoft security capabilities, compliance automation support, managed helpdesk, migrations, Copilot/AI Security).
- Build credibility with CISOs, GRC leaders, and legal teams through deep subject matter expertise and consultative selling.
- Collaborate closely with BDR, Sales Engineering, Customer Services, and GTM Operations to influence roadmap and optimize deal support.
- Own the process end-to-end: qualification, discovery, solution shaping, proposal/SOW, negotiation, close, and clean handoff to Customer Success and Customer Services.
- Maintain strong CRM discipline: pipeline hygiene, forecasting, activity tracking, and clear next steps.
Solution Shaping & Cross-Functional Leadership
- Translate customer needs into scoped outcomes and coordinate with Security/Compliance/Delivery to validate approach, pricing, and effort.
- Navigate complex buying committees, remove blockers, and bring options/tradeoffs to drive decisions.
- Share best practices and mentor peers (talk tracks, objection handling, discovery, outbound messaging, and deal strategy).
Partner & Community Relationship Building
- Build referral relationships with ecosystem partners relevant to SMB security and compliance.
- Represent BEMO professionally in customer/partner interactions and through thoughtful online presence.
Requirements
- 3–5+ years of B2B sales experience (SaaS, MSP/MSSP, cybersecurity, compliance/GRC, or adjacent).
- Demonstrated success selling to SMB / mid-market stakeholders (IT, Security, Compliance, Finance, CEO).
- Consistent top-quota performance in mid-market and enterprise segments; proven success closing six-figure ARR deals
- Strong working knowledge of:
- Microsoft 365 / Azure concepts and modern security (identity, endpoint, email, monitoring/SIEM concepts)
- Compliance journeys and common frameworks (SOC 2, ISO 27001, ISO 42001, HIPAA, NIST, CMMC)
- GRC / compliance automation tools (e.g., Drata/Vanta concepts and integrations)
- Experience selling to Security, GRC, IT
- Excellent executive communication: can simplify technical/compliance topics into clear business value. Consistent, high-quality CRM/process hygiene.
Specialized Knowledge or Skills Preferred
- Bachelor’s Degree
- More than proficient IT knowledge – ability to demonstrate understanding of on-premise IT infrastructure and how they translate to cloud services, and teach others about these concepts in easy-to-understand language
- 3 to 5 years+ of experience with Microsoft M365 platform, specifically security, Azure
- Outbound Sales
- Microsoft Knowledge
- Compliance knowledge
- MSP Experience
- Copilot knowledge
