Territory: TOLA | Southeast | North Central | Northwest | Remote
Reports to: Vice President of Sales
Role Overview
The Regional Account Executive (AE) is a quota-carrying, field-oriented seller responsible for driving net-new and expansion revenue across Plurilock’s Critical Services, enterprise cybersecurity solutions, and strategic partner ecosystem.
This role is built for sellers who excel in complex, consultative environments, engaging CISOs, CIOs, and executive stakeholders across regulated industries, critical infrastructure, public sector, and high-trust enterprise accounts.
Plurilock’s 2026 go-to-market motion is services-led, product-enabled. The AE leads with outcomes, risk reduction, and advisory value—using technology and partners as accelerants, not the pitch.
What Success Looks Like
A Successful AE At Plurilock
• Creates net-new at-bats through relationships, disciplined prospecting and partner co-sell
• Leads executive-level conversations tied to business risk, resilience, and outcomes
• Lands services-first engagements that expand into multi-year programs
• Operates with forecast discipline, CRM rigor, and deal accountability
• Becomes a trusted advisor, not a transactional vendor
Core Responsibilities
Revenue Generation & Account Ownership
• Own full-cycle sales responsibility within the assigned territory
• Drive new logo acquisition and expansion across enterprise, public sector, and regulated accounts
• Lead with Critical Services (PLCS), attaching product where it supports outcomes
• Build and execute a territory plan focused on large, strategic accounts
Customer Engagement & Executive Selling
• Conduct high-quality discovery across business, security, compliance, and operations
• Engage ATL (Above-the-Line) executive buyers on outcomes and strategic initiatives
• Translate customer challenges into services-led roadmaps
• Maintain consistent, professional customer communication throughout the sales cycle
Partner & Alliance Motion
• Actively co-sell with OEMs, distributors, and strategic alliance partners
• Leverage partner relationships to generate pipeline, joint meetings, and events
• Coordinate with partner field reps to execute co-sell playbooks
• Position Plurilock as the services execution arm behind partner technology
Pipeline, Forecasting & Deal Discipline
• Maintain accurate opportunity hygiene and forecasting in CRM (Dynamics)
• Follow Plurilock’s Pipeline vs. Commit methodology with defined exit criteria
• Participate in pipeline reviews, deal inspections, and forecast calls
• Ensure opportunities are qualified, documented, and advanced with intent
Collaboration & Internal Alignment
• Partner closely with Solution Architects/Presales Engineer, Critical Services, and delivery teams
• Participate in executive QBRs and strategic account planning
• Provide market intelligence and customer feedback to sales leadership
• Support strategic initiatives and key accounts as needed
Required Experience & Capabilities
• 7+ years of B2B technology or cybersecurity sales experience
• Proven success selling into mid-market and enterprise accounts
• Strong face-to-face selling capability (in-person engagement expected)
• Experience selling professional services, managed services, or advisory engagements
• Comfort engaging senior executives (CISO, CIO, VP IT/Security/Risk)
• Experience working with channel partners and alliance-driven sales motions
• Strong CRM discipline with demonstrated forecast accuracy
• Ability to articulate business value and technical context (with pre-sales support)
Preferred Attributes
• Background in cybersecurity, critical infrastructure, defense, healthcare, manufacturing, or financial services
• Experience selling into high-trust or regulated environments
• Familiarity with services-led expansion and land-and-expand models
• Self-directed, accountable, and effective in a fast-growing organization
• Willingness to travel for high-value, in-person engagements
Why This Role Matters
This is not a transactional reseller role. Plurilock is building a sales organization that:
• Leads with trust, expertise, and execution
• Wins where credibility and delivery matter
• Expands accounts through services-led outcomes—not one-off deals
The Regional Account Executive is a front-line driver
