Location: Remote (Southern California)
Reports to: Regional Director, Commercial Accounts
Role Summary
Defy Security is seeking a motivated and results-driven Territory Account Manager (TAM) to drive revenue growth through new client acquisition and the expansion of existing customer relationships within an assigned territory for our Commercial account segment (<2,500 employee size clients). This role requires a strategic focus on both prospecting (land) and account growth (expand) to support Defy Security’s mission of delivering world-class cybersecurity solutions.
As a key member of the sales team, the TAM will be responsible for executing high-volume outbound activities, managing a robust pipeline of opportunities, and ensuring consistent renewal rates through proactive account management. You will work closely with Account Executives, Sales Leadership, and Sales Operations to align on growth objectives, leverage data-driven insights, and implement performance strategies that maximize results.
This role requires strong consultative selling skills, a proactive approach to prospecting, and the ability to engage with key decision-makers across multiple industries. The ideal candidate will have a proven track record in B2B sales, experience with lead generation tools, and a passion for driving growth in a fast-paced, dynamic environment.
If you thrive in a results-oriented culture, are passionate about cybersecurity, and excel at building lasting customer relationships, we’d love to have you on the Defy Security team.
Responsibilities
- High-Volume Prospecting & Lead Generation: Execute outbound strategies, including cold calls, emails, and social selling, to generate and qualify new business opportunities within the assigned territory.
- Inbound Lead Generation via Partners: Build and maintain strong relationships with strategic partners to obtain inbound leads, effectively manage them through the entire sales cycle, and identify opportunities to expand the initial lead into broader account growth.
- Partner Collaboration: Work closely with partners to understand their offerings, align on joint go-to-market strategies, and maximize lead generation and conversion efforts.
- Forecasting: Maintain accurate and up-to-date forecasts for weekly, monthly, and quarterly sales performance, providing clear insights into pipeline health and revenue projections.
- Account Planning & Strategy Development: Develop and execute a territory plan that focuses on both acquiring new clients (land) and expanding existing accounts (expand) to meet or exceed sales goals.
- Pipeline & Opportunity Management: Maintain a healthy pipeline of qualified leads, manage opportunities throughout the entire sales cycle, and collaborate with Account Executives to close deals effectively.
- Account Renewals & Expansion: Proactively manage renewals within the territory, focusing on customer retention and expansion by identifying upsell and cross-sell opportunities.
- Market & Account Research: Utilize tools like LinkedIn Sales Navigator, ZoomInfo, and other research platforms to gather insights about target accounts, identify decision-makers, and understand industry trends.
- Consultative Selling & Solution Positioning: Conduct discovery calls, assess customer needs, and tailor Defy Security’s cybersecurity solutions to address those needs effectively.
- Collaboration Across Teams: Work closely with Sales Leadership, Marketing, and Sales Operations to align on territory-specific strategies, ensure consistent messaging, and refine lead generation efforts.
- Data-Driven Insights: Leverage CRM tools (e.g., Salesforce) to track activity, monitor KPIs, and generate reports that provide insights into pipeline health and sales performance.
- Customer Relationship Management: Build and nurture strong, long-term relationships with key stakeholders at various levels within target accounts to maximize customer success and satisfaction.
- Product & Industry Knowledge: Stay current on cybersecurity trends, Defy Security's product offerings, and competitor landscape to ensure effective positioning during sales conversations.
Experience
- Bachelor’s degree in Business, Marketing/Sales or a related field (or equivalent experience).
- 2+ years of B2B sales experience, ideally within the Commercial market (<2,500 employees), with a proven track record of driving revenue growth and managing client relationships.
- Prior experience as a Business Development Representative (BDR) and/or Sales Development Representative (SDR) is highly preferred:
- BDR experience: Demonstrated success in proactively identifying and generating new business opportunities through outbound prospecting in untapped or unfamiliar markets.
- SDR experience: Strong track record of qualifying inbound leads, conducting discovery calls, and effectively transitioning opportunities to the sales team.
- Previous experience working for a Value-Added Reseller (VAR) is preferred, with an understanding of the VAR business model, including vendor relationships, solution-based selling, and managing multi-vendor sales cycles.
- Experience in technology, SaaS, or cybersecurity industries is preferred, with knowledge of industry trends and the ability to position complex solutions effectively.
- Proven experience with high-volume outbound sales, including cold calling, email outreach, and social selling to generate new business opportunities.
- Strong inbound lead generation management skills, with the ability to effectively qualify, nurture, and convert inbound leads through the full sales cycle.
- Demonstrated success in expanding relationships with partners to drive joint sales opportunities and maximize mutual growth.
- Ability to grow and strengthen customer relationships post-sale, identifying upsell and cross-sell opportunities to support long-term account development.
- Strong account development and management, with the ability to develop, expand and retain business within existing accounts.
- Expertise in lead generation and prospecting, with proficiency in utilizing tools such as LinkedIn Sales Navigator, ZoomInfo, or similar.
- Ability to manage a sales pipeline, prioritize opportunities, and navigate complex sales cycles.
- Solid negotiation and closing skills, with a proven ability to drive revenue growth.
- Familiarity with sales methodologies such as MEDDIC, Challenger, or SPIN Selling is a plus.
- Strong verbal and written communication skills, with the ability to craft compelling messages and presentations tailored to different audiences.
- Demonstrated ability to work independently while also collaborating effectively with cross-functional teams.
- Strong organizational and time management skills, with the ability to handle multiple tasks and deadlines in a fast-paced environment.
Why Defy Security?
At Defy Security, we are not just keeping pace with the future of cybersecurity—we are shaping it. As a Great Place to Work®-certified company, we are committed to fostering an environment where innovation, collaboration, and growth thrive. We are passionate about providing opportunities for our team members to make an impact in one of the fastest-growing industries while working with cutting-edge cybersecurity solutions.
As a Territory Account Manager, you'll be at the forefront of driving growth and customer success within a dynamic, high-performance team. You will have the opportunity to contribute directly to Defy Security’s expansion and build lasting relationships with key clients. With a flexible, remote-friendly work environment, competitive compensation, and comprehensive benefits, we support you in achieving your professional goals while prioritizing a work-life balance.
Are you ready to defy expectations and take your sales career to the next level? Join us and be part of something bigger.
